Advice You - Business

Cold calling tips aren’t usually groundbreaking when you first read them. However, if you were to print out this very list and pu

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

t it on your desk, I guarantee you will start to see amazing results. It’s the little things you do before and during every call

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

Examples of combination products may in

hat will yield massive results. So let’s get to it.

1. Be clear as to what you want before you make a call

You have to b

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

crystal clear about what your call is about. Is it to make an appointment, just to introduce yourself, make a sale, etc. If you’

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

e not sure exactly what your intention is then you won’t be very effective.

2. Visualize before you start your day how succes

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

Combination pro

ful your cold calls will go

I think this is one of the very best ways to improve performance. You need to close your eyes an

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

d literally visualize yourself on a sales call from start to finish. To need to be able to clearly see how well each and every ca

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

l will go for you. This will help you with step 1 and also improve your confidence. By visualizing success you are much more like

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

y to attain it.

3. Get to your message quickly

This should be pretty obvious but we often forget. You have literally 15

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

econds maximum to grab your prospects attention. You have to know exactly what you’re going to say. Make sure you focus on how yo

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

r product or service will benefit the person you are talking to because that is all they care about. They don’t care about you or

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

Following aspects would a

your company.

4. Listen More

This is sales 101 but is so important that it made it onto the list. You need to be able t

dd to the challenges in developing combination products:

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

pinpoint your prospects hot buttons and tailor your message to address those specifics. And you aren’t able to do that unless yo

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

really listen. The best sales people are also the best listeners.

5. Be persistent

You often won’t reach the person you

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

want on the first call and that’s ok. Just remember that you need to be persistent. People admire that and often times it’s the o

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

ly way you’ll reach some people who are really busy.

6. Think positively

You need to watch what you say inside your head

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

Professional from academic institutions, pharmaceutical industries, health care indust

. If you have a lot of negative self talk you will need to change it immediately. You need to be positive on every sales call. Pe

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

ple pick up on your attitude and it definitely affects your sales

7. Never give up

Last but not least, never give up! Yo

.

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

will have down days as well as up days. That’s just the way things are. You have to be able to keep going in order to reach succ

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

Companies that provide selfless information through particip

ss. It is said that people often give up right before success. So don’t give up and keep going. Success is just around the corner

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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