Advice You - Business

TELEPHONE TECHNIQUES

Selling face to face is different from selling on the telephone. The main role of a telesales person is to generate sales either from incoming calls

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

or by outbound calling. In some the objective is to make appointment and in others it is to make appointments for the direct sales force.

There are key personal qualities

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

Examples of combination products may in

that are essential for phone work

1. Self Motivation
2. Determination
3. Sense of Humour
4. Self Esteem
5. Professionalism
6. Enthusiasm

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

r> 7. Persistence
8. Flexibility
9. Quick thinking
10. Thick skinned

The Customer judges the company by

1. How quickly the telephone is answered

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

2. Initial Greeting
3. The voice of the telesales person

These 3 creates an impression in the mind of the caller. Many customers judge the company and its products

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

Combination pro

by the way the call is handled. We can influence a Customer to do business with your Company by learning and applying a few simple rules. When we use the telephone profes

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

sionally we create the climate in which new customers want to do business with, and existing customers want to continue to do business. Our job becomes more and more rewar

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

ding as customers respond positively to a more professional approach. The easiest way to start selling on the telephone is to consider the customer, their needs, preferenc

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

e, and emotions. You have to develop a Positive Mental Attitude. Treat each customer as the most important person. Always think to yourself that they are doing us a favour

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

by giving us an opportunity to do business. Never argue with the customer. Know your customers as well as the products.

Sales and Service are the two sides of the same c

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

in. So any company wants to be successful you need extremely good sales people who have great customer service skills. Satisfying customers is actually about meeting their

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

Following aspects would a

needs. As a Service giver you are faced with challenge of meeting their needs. Good service is meeting people's needs in a way that exceeds their expectations. Your goal

dd to the challenges in developing combination products:

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

is to Serve the Customer at all times.

Selling is all about helping people to buy. The more you try to sell the less people will likely to buy. Never sell, help people ma

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

ke good decisions. People buy for variety of reasons. So it is your responsibility to meet their expectations. People donot buy a product or service. They buy what a produ

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

ct or service can do for them. People donot buy features they buy benefits.

As a salesperson you should know the following

1. Know what your product can do.
2. Be

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

lieve in what you are selling.
3. Find out what the Customer wants.
4. Share the Customer's point of view.
5. Find the Solution to his problem.

The Sale

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

Professional from academic institutions, pharmaceutical industries, health care indust

s Process at a glance

1. Structure a Sales Call Plan the call, Set call Objectives, Use Structure, Preparation.
2. The first 30 to 40 seconds is very important. As

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

the time is very limited you have to quickly move to the next stage, that is creating a sale. Once you have got the initial information, you need to quickly present soluti

.

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

ons and benefits.
3. Building opportunities, Building rapport, identifying the problem, finding a solution.
4. Offer Solutions
5. Sell Benefits
6.

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

Companies that provide selfless information through particip

Handle questions
7. Handle objections
8. Ask for commitment
9. Confirm details

The telephone is a necessary evil to communicate and to do business with

tion in industry events and feedback to regulatory authorities would be able to face the challenges and will be successful in developing combination products

HTTP = HTML link (for blogs, profiles,phorums):
<a href="http://www.adviceyou.org.ua/article/38109/adviceyou-Telephone-Techniques.html">Telephone Techniques</a>

BB link (for phorums):
[url=http://www.adviceyou.org.ua/article/38109/adviceyou-Telephone-Techniques.html]Telephone Techniques[/url]

As in every business, if you chose to work from home on line you must have in mind your customers trust. You need their trust because thus you will get them to come back over and over again and even maybe expand your network through potential partners. Here are a few ways through which you can gain your customers trust

Many people who get tired of jobs think of entering some kind of home business. The temptation of being your own boss and making more money than what they get from the job can surely tilt the scales in favor of having a home business of their own.

Simple Solutions for Effective Leadership, Team/Organization Leadership How to's

Tags

Links

Advice You - Telephone Techniques

Related Articles: