Advice You - Business

People are 10 times more likely to take an action to eliminate a pain. If we know that to be true then why are we not as sales people helping ou

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

r clients identify their pains in our first meeting(s)? If we don't know their top 5 pains then how can you provide the correct solution to thei

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

Examples of combination products may in

r pain? The answer is; we can't.

Well here is a clue to getting your clients pains identified. This clue may seem so simple but the reality is

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

hat it will take practice to be properly executed. You need to ask powerful questions. When you're meeting with a prospect you need to ask quest

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

ions that are designed to dig and probe exposing the prospects pain. As you keep probing you will find something that when they answer their bod

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

Combination pro

language actually changes. They may begin to tense up, sit up, lean forward and/or start complaining about some one or some thing. When you hit

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

this pain point like the dentist who probes your sensitive toothache you need to keep asking questions about that pain to dig deeper so much so

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

that not only do you learn all you can to find a solution but also so the prospect now feels the pain.

When you leave your prospect at the end

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

of your meeting feeling the pain, their sense of urgency is increased like the throbbing tooth ache that needs to be extracted. When you meet wi

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

th them again to present your proposal you will help them relive their pain points and show how you are the solution to the pains. If done prope

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

ly, your prospect can not afford to delay taking action on your proposal and solutions.

So how can this apply to telesales? First, STOP calling

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

Following aspects would a

it telesales or cold calling.

Secondly, start your call with an attitude change that says I'm looking to solve one new prospects problem per w

dd to the challenges in developing combination products:

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

eek.

Third, I will provide value in my call by asking powerful questions related to their industry.

As an example your call might go like this

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

"Mr. Prospect, how is this new Federal legislation imposing a 4% fuel tax on fleet vehicles going to impact your business?"

This powerful ques

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

tion creates a dialog and creates respect because you did not try to sell, but rather, you asked a question about their industry that is very in

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

ightful. In addition, if they are not aware of this new legislation then you just presented something of value.

Challenge yourself every day to

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

Professional from academic institutions, pharmaceutical industries, health care indust

find some new piece of information about your prospects industry that they would perceive of value.

Also challenge yourself to ask powerful qu

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

estions that identify pain points. Prepare your probing questions in advance and practice until perfected.

I said in the beginning that the clu

.

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

is simple. As you can see the execution is not. It will take practice both on your own with recording devices and as well in real life on the p

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

Companies that provide selfless information through particip

hone and face to face with prospects. What have you got to lose by not trying, just new business. How important is new business to your business

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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