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Would you like to learn the secrets of the most influential, powerful people of all time? Attract more sales and negotiate more win/win outcomes? Become a masterful communicator and a magnet for endless referrals?

Despite what most books and seminars teach, successful selling is not a set of strategies, techniques or tactics

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

to get the prospect to buy. Rather it is a state of mind – yours and your customer’s – and set of behaviors that creates compelling win/win outcomes for everyone.

This special state of mind – that few books or seminars address -- requires you to know how to:

• Change your state (and therefore your results) in a

; or drug, device, and biological product and fixed dose combination would include two or more combinations of drug.

Examples of combination products may in

ny selling situation … with volition;
• Get “inside” your prospect’s head and gain instant credibility, rapport and trust;
• Communicate directly to your prospect’s deepest, most significant desires;
• Ask the right questions that will uncover what prospects REALLY value and want. Regardless

lude drug-coated devices, drugs packaged with delivery devices in medical kits, and drugs and devices packaged separately but intended to be used together.

of title or job, every person is in the business of selling, whether it be products, services, projects, ideas or negotiations. These same top 7 principles apply for achieving your Magnetic Edge and becoming an irresistible sales communicator with integrity, influence and power.

ACHIEVING “INNER” SALES EXCELLENCE
here is enormous increase in the number of combination products entering the market in the recent years. Combination products have proven advantages but fixe
ng>

1. The Power of Emotional State Mastery

The biggest difference between a marginal vs. top achiever is their state of mind. Marginal performers let outside circumstances dictate their state; top performers know how to take charge of their emotional state … with volition. State mastery is critical in sales, leaders
d dose combinations are still in the process of convincing regulatory authority on their advantages over the single ingredient formulations.

Combination pro
hip, customer service and every other aspect of business.
• What drives your state (and therefore your results) right now -- you or the world around you?

• What state are you conveying to your prospects now – fear, insecurity, aggression? Or confidence, enthusiasm, service-oriented?

• How
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
do you need to change your physiology and/or thinking to adopt a high performance state?

2. The Power of Personal Congruence & Integrity

Personal congruence is not a technique; rather the place “from which you come.” It’s that place where you have such deep rapport with yourself, that what you sa
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
comes powerfully from within and attracts others, even before a word is spoken. True authentic power comes from personal congruency. It’s magnetic and you know when you are with someone who comes from that place.
• What incongruent “parts” of yourself get in your way of owning your true personal power?
nation products and maximize the revenues. But the companies involved in this practice are overlooking that they are burdening the patients both economically
r>
• What are you saying or doing in marketing activities that is out of integrity with yourself and the values that are important to you?

3. The Power of Competence

Signing up a client or customer is not the end of the selling process, rather the beginning. Truly serving clients requires that
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
we “deliver the goods” and create real value. The more competence you have, the more value you can deliver.
• In what ways can you increase your competence to deliver more value to your clients or customers?

• What hidden skills, capabilities or core competencies can you capitalize on for additional
ts. Some of the combination products were well accepted by physicians while others suffered. Companies involved in development of combination products are fi
value and revenues?

ACHIEVING “OUTER” SALES EXCELLENCE

4. The Power of Instant Rapport & Trust

In NLP (Neurolinguistic Programming), there is a saying, “Anything is possible in the presence of rapport; nothing is possible without it.” Rapport is not about getting people to like you
ding difficulty in defining their combination products and facing various challenges from selecting a combination to marketing it.

Following aspects would a
. Rather it is the ability to “step inside their shoes” and see the world through their eyes. When you see the world through your prospect’s eyes, you build trust. Then, and only then, will a prospect buy from you.
• If you were to “see the word through your prospect’s eyes,” how would you interact with them
dd to the challenges in developing combination products:

Which markets to tap where the combination products can do fairly well?
Which combination prod
differently?

• Do you know what it will take for your prospects and clients to trust you?

• How do you know when you trust someone to buy from them? How can you use that information to build trust with your prospect?

5. The Power of Values & Motivation Criteria

People buy emotional
cts are meaningful and rational?
Which therapeutic categories to select?
Which Combinations can address unmet needs of the patients?
Do combin
ly, not logically. The secret is knowing how to uncover a prospect’s deepest desires, buying motivations and emotional criteria, and using that information to best serve them.
• Do you know how to consistently uncover your prospect’s deepest buying motivations?

• What is it costing you in lost sale
tions increase the patient compliance?
What would be the developing cost?
How to tackle the risks encountered during combination product developmen
not to?

• How might your product or services help them realize their deepest desires, overcome their greatest fears or fix their greatest pain?

6. The Power of Imagination & Story-Telling

Magnetic marketing is about leading the prospect’s imagination to a place where they are inspired to us
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
e your services. Anita Roddick, CEO, The Body Shop, has grown her company to a multi-billion dollar level, as she puts it, “not by marketing, but by telling stories.” Bill Caskey -- CEO, Caskey Achievement Strategies – suggests reducing your stories, examples and value to pictures. To do so, sinks your value in at the deepest l
ping new procedures for reviewing their safety, efficacy and quality.

Professional from academic institutions, pharmaceutical industries, health care indust
evels of your prospect's mind. Use the power of pictures and story-telling to help your prospect imagine how their lives or businesses will be different from your products or services.
• To what extent are you using the power of imagination to inspire your prospects to use your services?

• What storie
y and representatives from various regulatory agencies are working out to design the regulatory requirements for manufacture and sale of combination products
about your company or product/services can you tell that will ignite sales?

• What pictures, graphs or other visuals powerfully convey your value?

7. The Power of Synergistic Communications & Creating Win-Win Outcomes

Synergistic communications takes the sales process beyond building relat
.

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
ionships to building partnerships. The goal is to create a “we” space -- where differences are valued and used as stepping stones to create true win-win outcomes.
• How can embracing the differences between you and your prospect win more clients and sales?

• What new ways must you communicate with
elopment. They need to be wiser in analyzing the market trends and the regulatory requirements.

Companies that provide selfless information through particip
prospects to shift from getting the sale to building partnership and win/win outcomes? You don’t need another closing technique. What you need are the right tools, mindset and principles to develop the magnetic edge … to explode sales, win negotiations and create impact with persuasion, influence and power

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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Business Articles - Top 7 Secrets to Becoming an Irresistible Sales Communicator With Integrity and Power

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