Advice You - Business

Busy business executives like yourself don’t have time to pick up the phone book or yellow pages to find products and services that you need for your business. You want sales reps to call YOU! Being on the receiving end

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

of cold calls makes your valuable time more productive. After all, picking up the phone book to find what you are looking for takes a few minutes; receiving a cold call only takes a few seconds. You are industrious; that

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

Examples of combination products may in

is why you will do anything to become more productive.

Alas, there are tips, techniques, and strategies that you can implement to get more sales reps to cold call you. You must know what the mind set of the cold caller

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

s and understand his motivation to be able to use that to your advantage.

Here are 5 strategies that you can implement immediately to watch your inbound cold calls soar through the roof:

1. Many times, cold callers are

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

stopped dead in their tracks at the gates. The gatekeeper (receptionist or secretary) is usually programmed to filter out unsolicited phone calls so that they never get through to you, the decision maker. Tell your secret

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

Combination pro

ary to interrupt any meeting, lunch, or appointment that you are in the middle of to put those calls through to you. Your meetings are not as important as receiving a call from a salesperson that wants to sell you somethi

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

g like a new software program, a copier, a CRM system, a cutting edge way to advertise your business, etc.

2. Understand that cold calling consultants suggest that sales professionals are advised to make cold calls at 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

f hours when there are no secretaries available to filter their calls. This would be before 9am or after 5 pm. This is the time when there are no nine to fivers and the only people working are the owners, principals, CEOs

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

, executives, and decision makers. Sales reps love this time of day because their success rate of getting through to the right person increases dramatically. If you understand that there are significantly more calls durin

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

these hours, you must get to the office early and leave late to be able to field these calls.

3. Cold Calling is a numbers game. Sales consultants, like Stephan Schiffman, love to talk about the numbers. In Mr. Schiffma

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

n’s experience, it takes fifteen no’s until you get one yes. In other words, you need to make fifteen cold calls, on average, before you will make one appointment. That is, you will hear the word “no” fourteen time before

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

Following aspects would a

you hear the word “yes.” This is crucial to understand. Although, you would love to make an appointment with every sales rep that cold calls you, YOU MUST NOT! This will skew their numbers. You must only make an appointm

dd to the challenges in developing combination products:

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

nt with every 15th cold caller that wants to sell you something. Don’t be discouraged that you must reject fourteen out of fifteen cold callers; they love rejection.

4. Understand that you are not the expert of your busi

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

ness. Sales reps know better what you and your business needs. When a sales rep visits you, they will try to sell you their goods and services. NEVER agree to buy immediately. First, throw out some objections. Sales reps

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

are trained to counter your objections. Next ask questions. When you ask questions, this indicates to the sales rep that you are interested and it is their job to show you how their product or service is what you and your

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

company need. After you propose five objections and questions the sales rep will proceed and undertake to “close” you. The sales rep comes equipped with an arsenal of closing techniques to finish the deal.

What you didn’

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

Professional from academic institutions, pharmaceutical industries, health care indust

t realize is that during your sales meeting with the rep, he had been sizing you up the entire time to choose the best sales closing technique to use on you to increase the odds of closing the sale. He will, then, dig int

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

o his arsenal of closes and choose the one that’s best for you. Sales reps are experts in psychology and they will choose the close that best fits your profile. When you hear the close, BUY. Buy immediately. When you hear

.

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

the sales close, it means that the sales rep has decided that it is the right time for you to buy. The sales rep is a lot smarter than you are, so you must do whatever he suggests. After all, he knows your business and in

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

Companies that provide selfless information through particip

dustry better than you.

If you follow these suggestions, you will be able to receive many more cold calls than you do now. Maybe even 20 per day (if you’re lucky). Receiving cold calls is an art, not a science. Good luck

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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The keys to effective improvisation are the same as the keys to success in just about any other area of life, including business.

We’ve learned that we can use the energy of the wind and the sun. We’ve also learned to harness energy stored in the form of coal and oil. Creative energy, like any other kind of energy, can be harnessed and managed. Involve your people and tap into their creative energy.

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Advice You - Cold Calling 101: How To Get More Sales Reps To Cold Call You

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