Actual - Real Estate

It is amazing how an objection raised in the sales process can make most Agents look like a deer in the headlights: they get that blank look of disbelief that you see just befor

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

e the front grill of your car connects with deerskin at full speed. If the deer manages to move at all, he does it at the last split second before fatal impact, leaving you to

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

Examples of combination products may in

experience heart-pounding adrenaline for the next 30 minutes. Many Agents treat objections the same way that a deer treats oncoming traffic. They are frozen in terror, and move

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

only at the last second before the buyer or seller runs them over.

Often, Agents will view an objection as a big wall between them and the sale . . . a wall so tall that they

here is enormous increase in the number of combination products entering the market in the recent years. Combination products have proven advantages but fixe

an see no way around, over, under, or through. But objections are really like a two-to-three-foot-high picket fence. There are, in fact, many ways over it; or you can walk dow

d dose combinations are still in the process of convincing regulatory authority on their advantages over the single ingredient formulations.

Combination pro

n its length and find the gate. An unskilled salesperson fears hearing an objection, but a great salesperson views objections as opportunities.

Your mental approach to an obje

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

ction will determine your success or failure. Most Agents dread hearing an objection, but most objections result from one of two situations. One is the seller or buyer has leg

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

itimate concerns regarding the property and/or your skills to sell his home. The other occurrence of objections is because your presentation was not good enough. You did not c

nation products and maximize the revenues. But the companies involved in this practice are overlooking that they are burdening the patients both economically

nvey the confidence that you are the person for the seller to hire for the sale of his home. You did not make a convincing enough presentation for the buyer to purchase the hom

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

e you showed him. The clients’ desire to work with you is a natural ending to a good presentation. If the presentation is weak, the objections will flow like a river. There a

ts. Some of the combination products were well accepted by physicians while others suffered. Companies involved in development of combination products are fi

re really only about forty possible objections in the selling process of real estate. The question is why haven’t you learned them all? If you wrote them all down and practice

ding difficulty in defining their combination products and facing various challenges from selecting a combination to marketing it.

Following aspects would a

d them for half an hour a day for the next six months, you would know them automatically. You would be prepared for any situation in selling. You would then have the confidenc

dd to the challenges in developing combination products:

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

to say, “Bring them on; I am ready for them.” There are about ten to fifteen most common objections that will stop unprepared Agents in their tracks 90% of the time. How diff

cts are meaningful and rational?
Which therapeutic categories to select?
Which Combinations can address unmet needs of the patients?
Do combin

icult would it be to learn just those ten in the next 30 to 60 days?

The problem is we do not regularly practice countering objections in real estate. The Denver Broncos spend

tions increase the patient compliance?
What would be the developing cost?
How to tackle the risks encountered during combination product developmen

four to six hours a day practicing football. The players and coaches spend a couple more hours a day reviewing film and studying their playbooks during a two month span in spr

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

ing training, then they play four practice games in pre-season to prepare for the real NFL season. Next, the players and coaches spend a few hours a day practicing and watching

ping new procedures for reviewing their safety, efficacy and quality.

Professional from academic institutions, pharmaceutical industries, health care indust

films, five or six days a week, to prepare for one 60-minute game. They will spend 40 to 50 more times practicing and preparing for the game than actually playing the game. Ho

y and representatives from various regulatory agencies are working out to design the regulatory requirements for manufacture and sale of combination products

w skilled in sales would you be if you adopted that regiment? How about if you practiced even one hour a day on your skills at overcoming objections? You would become an unsto

.

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

ppable real estate sales person.

Your attitude and mental approach to objections will determine your success level. Do not relinquish control of your mind to your client. Ste

elopment. They need to be wiser in analyzing the market trends and the regulatory requirements.

Companies that provide selfless information through particip

p up with mental authority and clarity to handle any objection a client raises. Practice being successful daily, and you will be amazed at your progress in as little as 30 days

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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