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Just Answers - Reduce The Sale To The Ridiculous
This technique involves paring down your request to something that seems manageable to your prospect. Let's say you are trying to convince someone to purchase a life insurance policy. The client wants a $250,000 policy and you feel that is not high enough for his needs. To adequately take care of his family, you suggest a $500,000 policy. He feels that the monthly payment for a $500,000 policy is too high. So you
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
break it down for him, telling him that for an extra 50 cents a day, or the cost of a can of soda, he can insure himself and adequately take care of his family if something were to happen to him. With this contrast, your client can see that the extra 50 cents is worth it to have the extra $250,000 in coverage. You have reframed your request into simple terms to help your prospect see it fitting into his way of life.
; 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
rong>
Sometimes it is a good idea to simply give your prospects a different frame of reference, or to merely shift their focus slightly. This is kind of the "glass is half full" idea. Levin and Gaeth conducted a study where they gave samples of ground-beef burgers to two groups of tasters. The burgers were exactly the same, but one slight difference in advertising strategy was employed: One group was told the burgers wer
Sometimes it is a good idea to simply give your prospects a different frame of reference, or to merely shift their focus slightly. This is kind of the "glass is half full" idea. Levin and Gaeth conducted a study where they gave samples of ground-beef burgers to two groups of tasters. The burgers were exactly the same, but one slight difference in advertising strategy was employed: One group was told the burgers wer
lude drug-coated devices, drugs packaged with delivery devices in medical kits, and drugs and devices packaged separately but intended to be used together.
75 percent lean, and the other group was told the burgers were 25 percent fat. The group that was told the burgers were 75 percent lean rated them significantly leaner, of higher quality, and better tasting than the 25 percent fat group who rated the burgers as fatty, greasy, and of low quality.
In the following example, notice the two different ways the doctors present the patient with the diagnosis:
Doctor One:
Persuasion is the missing puzzle piece that will crack the code to dramatically increase your income, improve your relationships, and help you get what you want, when you want, and win friends for life. Ask yourself how much money and income you have lost because of your inability to persuade and influence. Think about it. Sure you’ve seen some success, but think of the times you couldn’t get it done. Has there ever
In the following example, notice the two different ways the doctors present the patient with the diagnosis:
Doctor One:
here is enormous increase in the number of combination products entering the market in the recent years. Combination products have proven advantages but fixe
I hate to tell you this, but the tests confirmed that you have extremely high blood pressure. You are most likely going to face some serious complications, and it could turn into a life-threatening situation. You've got to make some dramatic changes in your lifestyle immediately. You need to change your work situation, your sleep patterns, how you eat, and your exercise program.
Doctor Two: Well, overall, you're
Doctor Two: Well, overall, you're
d dose combinations are still in the process of convincing regulatory authority on their advantages over the single ingredient formulations.
Combination pro
Combination pro
n pretty good shape except your blood pressure is a little higher than we want it. I'm really glad you came in so we can work together on some preventative measures. Actually, there are millions of Americans who have high blood pressure too, so we know of some steps you can take to bring it back under control. If you follow the steps I'll outline, you will quickly see and feel an improvement in your health overall.
Both
Both
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
octors were talking about the same thing, but their presentations were very different. Doctor Two made sure her delivery was positive and did not overload the patient with all the negative details all at once. The patient will need to understand the reality of the situation and all its implications, but an initial positive and general discussion will better prepare the patient emotionally and psychologically to properly d
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
eal with the issue.
The last form of contrast is the more general Comparison Effect. This is closely related to the Door-in-the-Face technique except that instead of presenting an outrageous request upfront, the persuader presents his prospects with an undesirable form of what they are looking for. Then, when the good (or even mediocre) item is presented, the prospect grabs hold of the offer a lot faster. The Comparison
The last form of contrast is the more general Comparison Effect. This is closely related to the Door-in-the-Face technique except that instead of presenting an outrageous request upfront, the persuader presents his prospects with an undesirable form of what they are looking for. Then, when the good (or even mediocre) item is presented, the prospect grabs hold of the offer a lot faster. The Comparison
nation products and maximize the revenues. But the companies involved in this practice are overlooking that they are burdening the patients both economically
ffect focuses on how the prospect is able to compare two options simultaneously and come to the conclusion that the second option really is desirable.
Some real estate companies maintain what they call, "set-up" properties. These are run-down properties listed at inflated prices, which are used to benefit the genuine properties in the company's inventory by comparison. Agents show customers the set-up properties first, t
Some real estate companies maintain what they call, "set-up" properties. These are run-down properties listed at inflated prices, which are used to benefit the genuine properties in the company's inventory by comparison. Agents show customers the set-up properties first, t
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
en they show them the homes they really want to sell, both of them listed at the same price. The latter home looks much better in comparison to the dump they first saw. This strategy works just as well when showing a $120,000 home after viewing a $90,000 home.
The comparison principle comes into play in our everyday lives. It can even influence how we perceive the physical attractiveness of our partner. A study at Arizon
The comparison principle comes into play in our everyday lives. It can even influence how we perceive the physical attractiveness of our partner. A study at Arizon
ts. Some of the combination products were well accepted by physicians while others suffered. Companies involved in development of combination products are fi
State and Montana State Universities tested to see whether we might think our own spouses or partners were less attractive because of the media bombardment with ads showing very attractive models. In the study, students were first shown pictures of models before rating the attractiveness of members of the opposite sex who were not models. These students rated the non-models as significantly less attractive than did stude
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
ts who had not first looked at pictures of models.
In another study, sales for billiard tables were monitored to see whether "up-selling" or "down-selling" was more effective. For a number of weeks, customers were first shown the less expensive tables, and then shown the more expensive models. The average sale worked out to be approximately $550 per table. For the second half of the experiment, customers were first shown
In another study, sales for billiard tables were monitored to see whether "up-selling" or "down-selling" was more effective. For a number of weeks, customers were first shown the less expensive tables, and then shown the more expensive models. The average sale worked out to be approximately $550 per table. For the second half of the experiment, customers were first shown
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
top of the line tables, priced as high as $3,000. After seeing the most expensive tables first, the customers were shown gradually less and less expensive tables. This time, the average sale turned out to be over $1,000 per table. After seeing the really nice, high-quality tables, the low-end tables were less appealing, so customers tended to buy higher priced items.
These principles also apply when you're in a position
These principles also apply when you're in a position
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
here you have to compare people. The Law of Contrast is constantly at work, even influencing judgments in job interviews. If you first interview an outstanding candidate, and then immediately following you interview someone who is less favorable, you will be inclined to underrate the second person even more than if you had not interviewed the outstanding candidate first. Certainly the reverse is also true: If an average c
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
andidate follows someone who has interviewed very poorly, you may view that individual as better than average.
We see diet ads that use contrast to convince us to use their products. The "Before" and "After" pictures are intentionally made to look like stark opposites. The "Before" picture is in black and white, with the person slouching, frowning, and pale. The "After" picture is of the same person in full color with a
We see diet ads that use contrast to convince us to use their products. The "Before" and "After" pictures are intentionally made to look like stark opposites. The "Before" picture is in black and white, with the person slouching, frowning, and pale. The "After" picture is of the same person in full color with a
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
mile, erect posture, and tan skin. We look at the two pictures, see the comparison, and decide we want to be more like the "After" picture.
A university in Colorado was having trouble getting their grass to grow on campus because the students kept walking on it. They tried placing signs on it that read, "Don't walk on the grass," but the students ignored the requests and walked on the grass anyway. The university subsequ
A university in Colorado was having trouble getting their grass to grow on campus because the students kept walking on it. They tried placing signs on it that read, "Don't walk on the grass," but the students ignored the requests and walked on the grass anyway. The university subsequ
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
ntly took a different approach. They put up another sign that said, "Give Earth a Chance." Like magic, the students stopped walking on the grass. The university simply changed the perspective of its students by making the issue an environmental one.
This reminds of a story about signs on streetcars in Germany that read: "Jumping off moving streetcar is absolutely forbidden." In Israel such signs say: "Go ahead and jump.
This reminds of a story about signs on streetcars in Germany that read: "Jumping off moving streetcar is absolutely forbidden." In Israel such signs say: "Go ahead and jump.
y and representatives from various regulatory agencies are working out to design the regulatory requirements for manufacture and sale of combination products
ou'll see."
Learning how to persuade and influence will make the difference between hoping for a better income and having a better income. Beware of the common mistakes presenters and persuaders commit that cause them to lose the deal. Get your free report 10 Mistakes That Continue Costing You Thousands and explode your income today.
Conclusion
Learning how to persuade and influence will make the difference between hoping for a better income and having a better income. Beware of the common mistakes presenters and persuaders commit that cause them to lose the deal. Get your free report 10 Mistakes That Continue Costing You Thousands and explode your income today.
Conclusion
.
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
Persuasion is the missing puzzle piece that will crack the code to dramatically increase your income, improve your relationships, and help you get what you want, when you want, and win friends for life. Ask yourself how much money and income you have lost because of your inability to persuade and influence. Think about it. Sure you’ve seen some success, but think of the times you couldn’t get it done. Has there ever
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
een a time when you did not get your point across? Were you unable to convince someone to do something? Have you reached your full potential? Are you able to motivate yourself and others to achieve more and accomplish their goals? What about your relationships? Imagine being able to overcome objections before they happen, know what your prospect is thinking and feeling, feel more confident in your ability to persuade
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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