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Subjects - Make Your Prospects Say Yes!
6 Secrets to Stellar Sales Presentations
Every sale is won or lost in the presentation. Regardless of product, industry, or market every sale has the same basic components: A prospect who wants a product, a product, and a sales person who will or will not help that customer
Every sale is won or lost in the presentation. Regardless of product, industry, or market every sale has the same basic components: A prospect who wants a product, a product, and a sales person who will or will not help that customer
According to USFDA, a combination product is one composed of any combination of a drug and device; biological product and device; drug and biological product
buy. These 6 secrets will help you make presentations that build your customers understanding and excitement to a point where they will buy from you right now. The operative word in right now selling is VALUE if a customer sees the value of your product they are sold if they
; or drug, device, and biological product and fixed dose combination would include two or more combinations of drug.
Examples of combination products may in
Examples of combination products may in
o not they won’t buy. This 6-step process will give you the secrets to building value in a way that your customers react to over and over again.
1. Make a “Big Fat Claim”
Every Presentation needs a “Big Fat Claim” (B.F.C.) when you start your presentation you should have an
1. Make a “Big Fat Claim”
Every Presentation needs a “Big Fat Claim” (B.F.C.) when you start your presentation you should have an
lude drug-coated devices, drugs packaged with delivery devices in medical kits, and drugs and devices packaged separately but intended to be used together.
obvious value for your clients that makes them say “well how do you do that”. Your B.F.C. should hint at a solution to a real problem your customers have. Then the rest of the presentation backs up the claim.
When Glasstree.com sells, websites in the retail space the Big Fat
When Glasstree.com sells, websites in the retail space the Big Fat
here is enormous increase in the number of combination products entering the market in the recent years. Combination products have proven advantages but fixe
Claim is “Never Pay for Website Updates Again!” It focuses on the core benefit of the service and tells the client exactly what they can expect to get.
2. Tell ‘em How It’s Done
Directly after presenting the big fat claim you have to back it up with a quick one or two sente
2. Tell ‘em How It’s Done
Directly after presenting the big fat claim you have to back it up with a quick one or two sente
d dose combinations are still in the process of convincing regulatory authority on their advantages over the single ingredient formulations.
Combination pro
Combination pro
ce explanation of how you do what you claim. This will build your credibility and allows the customer to say: “oh that makes sense” or “I never would have thought of that”. This step of the presentation is to introduce the idea that makes the “Big Fat Claim” possible and actu
ucts have become life saving products for the pharmaceutical companies who doesn’t have many innovative molecules in their product pipeline and have been inc
lly takes it from a sensational idea to a reality. This step is the difference between hype and a solid sales presentation.
Our “How it’s Done” is “We have built a dynamic platform that, allows you to update the website for yourself eliminating the need to pay a web designer
Our “How it’s Done” is “We have built a dynamic platform that, allows you to update the website for yourself eliminating the need to pay a web designer
easingly used in the product life cycle management. Even the companies having product patents are trying to extend their product life cycle through the combi
to make simple changes to your site.” Here you go from the benefit to the customer to the feature that makes it possible.
3. Present Your Credentials
This is the point where you shift gears, give a little background information on your company, and tell the 30-second story
3. Present Your Credentials
This is the point where you shift gears, give a little background information on your company, and tell the 30-second story
nation products and maximize the revenues. But the companies involved in this practice are overlooking that they are burdening the patients both economically
of how you got to where you are now. Tell people why you decided to sell what you sell. What were the motivating factors for you?
I tell people “I was in the industry for years, but when I saw this product I realized that there was no way I could compete with it as an indivi
I tell people “I was in the industry for years, but when I saw this product I realized that there was no way I could compete with it as an indivi
and physically. They need to rightly judge the benefits of the combination products and they have to even look at the risks involved when combining the produ
ual so I got in contact with the creators and worked out a deal that allows me to share it with you.”
This little bit of personal information helps build trust and rapport
4. Ask Leading Questions
Directly after telling your story you need to initiate a conversation that i
This little bit of personal information helps build trust and rapport
4. Ask Leading Questions
Directly after telling your story you need to initiate a conversation that i
ts. Some of the combination products were well accepted by physicians while others suffered. Companies involved in development of combination products are fi
tertwines your product and the clients vision. Before you present list the top 10 benefits of your product then creating questions that dove tail into those benefits.
As an example: Ask the question “do you mail brochures or other information to out of town clients that requ
As an example: Ask the question “do you mail brochures or other information to out of town clients that requ
ding difficulty in defining their combination products and facing various challenges from selecting a combination to marketing it.
Following aspects would a
Following aspects would a
st it?”
(Prospect Answers)
“With a well built website you could direct people to your site while they are on the phone and show them the product information immediately while it’s high on their priority list.”
By leading with the question, you can make your benefit oriente
(Prospect Answers)
“With a well built website you could direct people to your site while they are on the phone and show them the product information immediately while it’s high on their priority list.”
By leading with the question, you can make your benefit oriente
dd to the challenges in developing combination products:
Which markets to tap where the combination products can do fairly well?
Which combination prod
Which markets to tap where the combination products can do fairly well?
Which combination prod
point in a way that connects directly to the clients situation.
5. Close it on the Spot
Always end a sales call with a movement to the next phase of your selling process. At the very least, you need to get the prospect to commit to your next meeting and decide what will ha
5. Close it on the Spot
Always end a sales call with a movement to the next phase of your selling process. At the very least, you need to get the prospect to commit to your next meeting and decide what will ha
cts are meaningful and rational?
Which therapeutic categories to select?
Which Combinations can address unmet needs of the patients?
Do combin
Which therapeutic categories to select?
Which Combinations can address unmet needs of the patients?
Do combin
pen at that meeting. The ideal situation is you do the paperwork and set an appointment to pick up detailed information you need to complete the process.
For a great close, first refer to your Big Fat Claim and ask if the client what they are going to do with the key benefit
For a great close, first refer to your Big Fat Claim and ask if the client what they are going to do with the key benefit
tions increase the patient compliance?
What would be the developing cost?
How to tackle the risks encountered during combination product developmen
What would be the developing cost?
How to tackle the risks encountered during combination product developmen
, then ask for the order.
Example: Mr. prospect what do you plan to do with the money you will save on web site updates.
Prospect answers:
that sounds like a good idea. Our next step is to set up your account; I’ll need your signature on this agreement, and a check for $42
Example: Mr. prospect what do you plan to do with the money you will save on web site updates.
Prospect answers:
that sounds like a good idea. Our next step is to set up your account; I’ll need your signature on this agreement, and a check for $42
t?
As combination products don't fit into the traditional categories of drugs, medical devices, or biological products, the USFDA is in the process of devel
As combination products don't fit into the traditional categories of drugs, medical devices, or biological products, the USFDA is in the process of devel
.
A simple trial close -close like this allows your customer to tell you if they have an unanswered question about your product or give you the go ahead without a lot of pressure.
6. Rehash What They Get
Right before leaving the table take a moment to review what did the c
A simple trial close -close like this allows your customer to tell you if they have an unanswered question about your product or give you the go ahead without a lot of pressure.
6. Rehash What They Get
Right before leaving the table take a moment to review what did the c
ping new procedures for reviewing their safety, efficacy and quality.
Professional from academic institutions, pharmaceutical industries, health care indust
Professional from academic institutions, pharmaceutical industries, health care indust
ient just pay you for, What are they supposed to do next, and what extra service might help them move forward.
Example: We are going to build you a 10 page website with (recite page names) and we’re going to design it in blue and orange and use the logo you provide via e-mai
Example: We are going to build you a 10 page website with (recite page names) and we’re going to design it in blue and orange and use the logo you provide via e-mai
y and representatives from various regulatory agencies are working out to design the regulatory requirements for manufacture and sale of combination products
. You’ll send that e-mail to me at myname@email.com then it will take us about 10 days to complete your website design. While we’re setting up your account, would you like to purchase a copy of our internet promotion manual so that you have a running start on promoting your n
.
As there is an increasing trend of the combination products companies manufacturing such products should be able to tackle the problems involved in the de
As there is an increasing trend of the combination products companies manufacturing such products should be able to tackle the problems involved in the de
w site?
Follow this six-step checklist and you will give stronger presentations that close more deals for you and give a higher value to your services. Go one-step at a time from moderate interest to a value your customer can’t ignore. So to review the steps:
Follow this six-step checklist and you will give stronger presentations that close more deals for you and give a higher value to your services. Go one-step at a time from moderate interest to a value your customer can’t ignore. So to review the steps:
- Make
elopment. They need to be wiser in analyzing the market trends and the regulatory requirements.
Companies that provide selfless information through particip
Companies that provide selfless information through particip
A Big Fat Claim
Tell ‘Em How it’s Done
Present Your Credentials
Ask Leading Questions
Close It On The Spot
Rehash What They Get
Commit to these six steps in every presentation and you will see a dramatic increase in the number of yeses you get
Commit to these six steps in every presentation and you will see a dramatic increase in the number of yeses you get
tion in industry events and feedback to regulatory authorities would be able to face the challenges and will be successful in developing combination products
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