Advice You - Business

"Closing the Sale" remains the focal point of selling and training, but … how do 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

Close' the sale if you don’t know how to 'Open' it?

The most overlooked steps

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

Examples of combination products may in

in the selling process are:

1. Establishing Rapport – Not BS
2. Effective Qualifyi

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

ng – Asking Questions.

These two steps will make or break your “Opening” average.

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

Help the customer feel comfortable with you by taking a sincere interest in their speci

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

Combination pro

fic problems or challenges.

Ask specific, yet "non invasive" questions to better underst

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

and your customers’ specific needs or wants. Clarify your understanding of

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

their issues.

Regardless of the type of product or service you sell the fundamental fou

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

ndation of selling (qualifying) will always remain the same.

"Closing the Sale" b

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

ecomes seamless when you eliminate the guess work, remove the obstacles, and understand y

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

ur customer’s buying style and motivation. This step is accomplished in the “opening”

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

Following aspects would a

not the “closing”.

The most effective way to accomplish this is by asking

dd to the challenges in developing combination products:

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

>relevant, specific questions.

To improve your 'Closing Average' you w

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

ill need to improve your 'Opening Average'.

The quickest way to achieve this is t

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

o have a well thought out selling process with your primary focus on qualifying

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

.

To learn more about your selling strengths and weaknesses and how to improve them

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

Professional from academic institutions, pharmaceutical industries, health care indust

TAKE advantage of our Annual Promotion. Receive a mini evaluation, which quickly

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

identifies your strengths and weaknesses to get you on track fast. Included, you will re

.

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

ceive a free list of effective, qualifying questions and how to use them.

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

Companies that provide selfless information through particip

Email Teri at tsamuels@unitedsalestraining.com to receive promo information

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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Advice You - What's Your Opening Average?

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