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Useful Articles - Reach Out and Sell Someone!
I was speaking to the operator of a successful business the other day, asking him how he and his fellow franchisees earn their clients. He mentioned 10 ways: networking, referrals, and advertising are among them.
But one, he said, outperforms the rest: selling by telephone.
Businesspeople who make calls outpace their peers by a wide margin, he said, noting that he is the franchise system’s top performe
But one, he said, outperforms the rest: selling by telephone.
Businesspeople who make calls outpace their peers by a wide margin, he said, noting that he is the franchise system’s top performe
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
r.
Why aren’t more experienced business people emulating this fellow, using their people skills to meet and greet potential clients by phone? There are several reasons:
1. They’re afraid of real-time rejection.
2. They believe the phone is a tainted tool.
3. They have low frustration tolerance.
4. They think there has to be an easier way!
5. They believe they come across poorly.
Why aren’t more experienced business people emulating this fellow, using their people skills to meet and greet potential clients by phone? There are several reasons:
1. They’re afraid of real-time rejection.
2. They believe the phone is a tainted tool.
3. They have low frustration tolerance.
4. They think there has to be an easier way!
5. They believe they come across poorly.
; 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
6. They believe phoning lacks dignity.
7. They believe their target market is deluged with calls.
8. They don’t have a manageable database.
9. They lack an effective phone presentation.
10. They lack good phone training.
If you look at this list, at least half of the items result from psychological factors. Many people resist phoning because they needlessly beat themselves up and
7. They believe their target market is deluged with calls.
8. They don’t have a manageable database.
9. They lack an effective phone presentation.
10. They lack good phone training.
If you look at this list, at least half of the items result from psychological factors. Many people resist phoning because they needlessly beat themselves up and
lude drug-coated devices, drugs packaged with delivery devices in medical kits, and drugs and devices packaged separately but intended to be used together.
isparage the medium. That’s what items 1-7 are all about—negative beliefs and judgments.
Instead of focusing on themselves, businesspeople should attend to the last three items: managing their database, devising an effective phone presentation, and getting good coaching and training. Address these challenges, and the first seven impediments will either go away, or be dramatically minimized.
Let’s discu
Instead of focusing on themselves, businesspeople should attend to the last three items: managing their database, devising an effective phone presentation, and getting good coaching and training. Address these challenges, and the first seven impediments will either go away, or be dramatically minimized.
Let’s discu
here is enormous increase in the number of combination products entering the market in the recent years. Combination products have proven advantages but fixe
s these items briefly, and put them into proper perspective.
1. They’re afraid of real-time rejection.
Most of us are rejected silently and indirectly. If we send out a zillion resumes, most will end up in the trash, but we don’t feel that pain, directly. Nor do we hurt if we mail out as many business brochures, which meet the same fate. But when we empower someone to flatly say no, directly in our ear
1. They’re afraid of real-time rejection.
Most of us are rejected silently and indirectly. If we send out a zillion resumes, most will end up in the trash, but we don’t feel that pain, directly. Nor do we hurt if we mail out as many business brochures, which meet the same fate. But when we empower someone to flatly say no, directly in our ear
d dose combinations are still in the process of convincing regulatory authority on their advantages over the single ingredient formulations.
Combination pro
Combination pro
it feels threatening. Rejection is usually not about us—at most it’s about our offer, our value proposition, and how we have communicated it. So, there’s no reason to take it personally. Attend to the real challenge: fix your message and how you’re delivering it. (For a more complete discussion, please see my article, “Thanks For The Rejection!”)
2. They believe the phone is a tainted tool.
As consume
2. They believe the phone is a tainted tool.
As consume
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
s, many of us have been bombarded by calls that have had little value. For years, it made economic sense for giant call centers to spray-and-pray. Now, with the ubiquity of answering devices, caller I.D. and effective anti-telemarketing legislation, these calls have been diminishing, but our negative attitude about them, persists. The phone, as a medium, is alive and well. We need to work on developing t
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
e message and the messenger.
3. They have low frustration tolerance.
There is a math-of-success in prospecting and selling. If you make fifty calls, you’ll probably find ten people who will express some interest and be worth pursuing. After sending information to them, and following-up, three may still be interested, and of these, you might close one or two.
I’m just using these numbers as an example,
3. They have low frustration tolerance.
There is a math-of-success in prospecting and selling. If you make fifty calls, you’ll probably find ten people who will express some interest and be worth pursuing. After sending information to them, and following-up, three may still be interested, and of these, you might close one or two.
I’m just using these numbers as an example,
nation products and maximize the revenues. But the companies involved in this practice are overlooking that they are burdening the patients both economically
because they point out that fifty tries might earn you one success. Let me tell you one of my favorite war stories about a guy who did much worse than this.
A Houston-based client of mine sells investments to institutions such as colleges and large banks. One of their commission salespeople worked from January through October without earning a sale. Literally, he made thousands upon thousands of calls,
A Houston-based client of mine sells investments to institutions such as colleges and large banks. One of their commission salespeople worked from January through October without earning a sale. Literally, he made thousands upon thousands of calls,
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
o no avail.
Every other salesperson was making at least some money, and a few were doing very well, but he struck out, left and right.
Then, in November, he got his first order of the year. It was so large that it made him a millionaire, on the spot.
He had high frustration tolerance, which is a trait worth developing! (For a fuller discussion, please refer to my audio seminar: “The Law of Large Numbe
Every other salesperson was making at least some money, and a few were doing very well, but he struck out, left and right.
Then, in November, he got his first order of the year. It was so large that it made him a millionaire, on the spot.
He had high frustration tolerance, which is a trait worth developing! (For a fuller discussion, please refer to my audio seminar: “The Law of Large Numbe
ts. Some of the combination products were well accepted by physicians while others suffered. Companies involved in development of combination products are fi
s: How To Make Success Inevitable,” published by Nightingale-Conant.)
4. They think there has to be an easier way!
The other night, at a meeting of business professionals, I was discussing marketing with a consultant. He beamed that he got a client four years after initially meeting him at a mixer. Networking is his favorite way to get business.
I agree, networking can be pleasant but it’s just too un
4. They think there has to be an easier way!
The other night, at a meeting of business professionals, I was discussing marketing with a consultant. He beamed that he got a client four years after initially meeting him at a mixer. Networking is his favorite way to get business.
I agree, networking can be pleasant but it’s just too un
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
redictable. Waiting for the phone to ring only seems easy. In my experience, it is harder than proactively selling someone, which permits much greater control and instant feedback.
5. They believe they come across poorly over the phone.
True enough, when you hear certain people over the phone, there’s much less than meets the eye. Their voices may be inherently unpleasant, squeaky or gravelly, or their
5. They believe they come across poorly over the phone.
True enough, when you hear certain people over the phone, there’s much less than meets the eye. Their voices may be inherently unpleasant, squeaky or gravelly, or their
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
articulation may be flawed.
But most people don’t suffer from these ills, and even non-radio announcer voices can be enhanced through training, while others can be improved with medical help.
(6) They believe phoning lacks dignity.
Some aristocratic businesspeople feel that phoning is simply too far beneath their social station to be permissible for them to do. They equate it to begging.
All I can sa
But most people don’t suffer from these ills, and even non-radio announcer voices can be enhanced through training, while others can be improved with medical help.
(6) They believe phoning lacks dignity.
Some aristocratic businesspeople feel that phoning is simply too far beneath their social station to be permissible for them to do. They equate it to begging.
All I can sa
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
is that the dignity in phoning is equal to the dignity you bring to it. If you sound impressive, and credible, you’ll generally encounter fair treatment.
(7) They believe their target market is deluged with calls.
I’ve been in business over twenty years, and the cold calls I receive today are significantly less than ever before. I suspect fewer people are making business-to-business calls, if only bec
(7) They believe their target market is deluged with calls.
I’ve been in business over twenty years, and the cold calls I receive today are significantly less than ever before. I suspect fewer people are making business-to-business calls, if only bec
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
use they don’t know how to penetrate voice mail systems and call screening.
(8) They don’t have a manageable database.
Calling isn’t merely about dialing and smiling. It’s about getting organized to call and being able to capture information about the calls you’ve made.
The first challenge is to get a good list of prospects. Once you have that, you should load it into one of the many inexpensive datab
(8) They don’t have a manageable database.
Calling isn’t merely about dialing and smiling. It’s about getting organized to call and being able to capture information about the calls you’ve made.
The first challenge is to get a good list of prospects. Once you have that, you should load it into one of the many inexpensive datab
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
se programs offered by software sellers.
By tackling these tasks, you’ll be able to be productive and you won’t have the time or interest in wallowing over your rejection rate. You’ll be able to measure it, and improve upon it.
(9) They lack an effective phone presentation.
You need to write, or hire a pro to write a good script.
No matter how glib you are, you should know exactly what you’re going t
By tackling these tasks, you’ll be able to be productive and you won’t have the time or interest in wallowing over your rejection rate. You’ll be able to measure it, and improve upon it.
(9) They lack an effective phone presentation.
You need to write, or hire a pro to write a good script.
No matter how glib you are, you should know exactly what you’re going t
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
say to get through screening, to leave a captivating message on voice mail, to greet a real-time human, to credibly introduce yourself, to state your basic offer, to earn a commitment from the listener, to confirm the progress you made in the call, and to identify the next step to come.
Without a script, you’ll ramble, seem disorganized, invert the order of what you say, and hopelessly change your talk
Without a script, you’ll ramble, seem disorganized, invert the order of what you say, and hopelessly change your talk
y and representatives from various regulatory agencies are working out to design the regulatory requirements for manufacture and sale of combination products
from one contact to the next. That way, you’ll be unaware of what’s working, what’s failing, and what you need to change.
A script mustn’t sound stilted or canned, and you need to make yours seem fresh and spontaneous. But when you do, it will serve you very well.
(10) They lack good phone training.
I had the luxury of being trained by my father, who was superb at making cold calls to develop his ad
A script mustn’t sound stilted or canned, and you need to make yours seem fresh and spontaneous. But when you do, it will serve you very well.
(10) They lack good phone training.
I had the luxury of being trained by my father, who was superb at making cold calls to develop his ad
.
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
ertising, radio, and TV ventures. He’d phone from home, and I’d listen, fascinated by his ability to adjust to different people.
In college, I worked as a full-time collector for a finance company, and then I became top salesperson and a manager at Time-Life Books. Later, with a Ph.D. in Communications, I started training others as a consultant.
I’ve found that some people are “naturals” over the phone
In college, I worked as a full-time collector for a finance company, and then I became top salesperson and a manager at Time-Life Books. Later, with a Ph.D. in Communications, I started training others as a consultant.
I’ve found that some people are “naturals” over the phone
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
but they’re rare. Most need to be trained and coached, to develop their skills.
But once they have them, they feel as I do: I could land in any place in the world where I speak the language, pick up the phone, and prosper.
It’s always the right time to Reach Out & Sell Someone®!
Dr. Gary S. Goodman
President, Customersatisfaction.com
But once they have them, they feel as I do: I could land in any place in the world where I speak the language, pick up the phone, and prosper.
It’s always the right time to Reach Out & Sell Someone®!
Dr. Gary S. Goodman
President, Customersatisfaction.com
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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