"How much life insurance do you have?"

Zig Ziglar liked to say that with that one question, you could tell if someone was a successful life insurance agent. If they're not willing to buy it with their own money, how can they honestly persuade someone else to do so?

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I read this on another site and it got me thinking.

How many of us in the commercial pharma world would use our products if we were diagnosed with the appropriate condition?

How many would fight for it if prescribed a rival?

How many of us go to the doctor when we should, or use 'alternative' medications rather than pharma?

Would we fight for it for our families?

How can we expect our customers to do the same?

I have to confess to falling across this insight repeatedly in my career, and then just getting up and dusting myself off and walking away. I ignore symptoms, go otc, wait abit to see if it goes away, and let the doctor prescribe whatever he wants.

If you don't trust pharmaceuticals to fix things, why should anyone else?

Posted 17th December 2009, 10:32:48

I agree with the point you are making and also fall foul of not personally fighting for a particular brand. But isn't this just a peculiarity of the fact that our customers are the physicians / payers etc. whereas the consumers (patients) tend not to be well informed about medicines?

I'd be interested to hear from any US folks to hear opinions from the world of DTC.

Posted 24th December 2009, 15:31:47

Whilst I can't deny it helps, I don't think good sales people need to believe in their product to sell it well. Most people go into sales for the money not the good of humanity, let's be honest.

Posted 13th January 2010, 20:13:38

In my view, it's easy to get caught up in the negative PR that so often surrounds the pharma industry and start to have doubts. However, by and large it's and industry that improves the quality and length of life for many people, even if the efficacy of drugs is sometimes played up and the side effects played down.

I suspect, although have no evidence for this, that the pharma industry actually is a lot more ethical and honest than many other industries, producing products that generally do what they say. However, because those products are literally the difference between life and death sometimes, any negativity gets seized upon and can cast broader doubts.

My take on it - believe in your products, do everything you can to do the best job possible because it does make a difference, but never forget what this industry is about and don't be afraid to question. If any company doesn't like you asking fair questions you probably don't want to work for them anyway.

Phew - off my soap box now!

Posted 25th January 2010, 13:10:31

I think that's a fair comment. There's always a few bad apples but pharma is alright compared to other industries from what i've seen.

Most products do at least help when prescribed to the right people!

Posted 3rd February 2010, 23:41:28

Assuming every drug is best for a particular patient type, shouldn't the question be...how many of us would trust our doctor to diagnose appropriately and prescribe the right medicine for us?

If you genuinely believe your drug isn't the best choice for any patient type then it really is a lame duck.

If you believe that of all drugs in you company, get a new job elsewhere.

If you believe that of all drugs in all companies...go work in the city and just make money!!!

:P

Posted 8th February 2010, 21:00:20

gs - agree completely. Not wishing to tar everyone with the same brush but for the critics who say that sales reps only push their drug because they want to make money, then what about doctors who focus on certain disease areas / drugs just to hit their targets (and make money) rather than what is right for the patient.

Money always skews everything but by and large people are fairly sensible and a duff product still won't sell.

Posted 11th February 2010, 14:50:11

I'd generally feel more comfortable that I knew the pros and cons of a drug prescribed by my own company but I wouldn't necessarily disagree with a doctor who prescribed something else.

Why? We're all to close to our own companies (good or bad) to make a rational decision so let the more impartial healthcare people make the decision.

Mind you there are some who are clearly biased and I wouldn't be afraid to put them straight.