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Advice You - Dealing With a Difficult Prospect
Before we look at the nuts and bolts of this topic remember you are human and as such the first reaction by salespeople when co
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
nfronted with this prospect is to decide “they aren’t worth my time” or take the “I’ll show you” approach.
; or drug, device, and biological product and fixed dose combination would include two or more combinations of drug.
Examples of combination products may in
Examples of combination products may in
r>
Neither of those will accomplish anything that will lead to a sale. You may feel better or feel like you won, but ultimatel
Neither of those will accomplish anything that will lead to a sale. You may feel better or feel like you won, but ultimatel
lude drug-coated devices, drugs packaged with delivery devices in medical kits, and drugs and devices packaged separately but intended to be used together.
y you and the company or product you represent will lose out in the long term.
The first step you should take when de
The first step you should take when de
here is enormous increase in the number of combination products entering the market in the recent years. Combination products have proven advantages but fixe
aling with a difficult prospect is identifying the cause of their frustration, anger and attitude.
Take time to listen bef
Take time to listen bef
d dose combinations are still in the process of convincing regulatory authority on their advantages over the single ingredient formulations.
Combination pro
Combination pro
ore you try to present or sell. While they are in an emotionally charged frame of mind anything you say will be lost on them. T
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
his is their chance to “show you”.
Once you have identified them as a difficult prospect simply say...”Mr. Customer,
Once you have identified them as a difficult prospect simply say...”Mr. Customer,
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
t sounds like you have had a bad experience with (the product, the company, another salesperson). Would you mind telling me wha
nation products and maximize the revenues. But the companies involved in this practice are overlooking that they are burdening the patients both economically
t happened? I certainly don’t want to make the same mistake.” Give them ample time to answer or tell you their side of the stor
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
y.
Here is what you will accomplish:
They will vent their frustration or anger. At the end of their input the
Here is what you will accomplish:
They will vent their frustration or anger. At the end of their input the
ts. Some of the combination products were well accepted by physicians while others suffered. Companies involved in development of combination products are fi
y will usually be less angry or frustrated because someone took time to hear them out.
If you have listened carefully
If you have listened carefully
ding difficulty in defining their combination products and facing various challenges from selecting a combination to marketing it.
Following aspects would a
Following aspects would a
they will, in all likelihood, have told you exactly what NOT TO DO in order to earn their business.
Does this techniq
Does this techniq
dd to the challenges in developing combination products:
Which markets to tap where the combination products can do fairly well?
Which combination prod
Which markets to tap where the combination products can do fairly well?
Which combination prod
ue work one hundred percent of the time? No. Nothing works all the time. You are simply trying to increase your probability for
cts are meaningful and rational?
Which therapeutic categories to select?
Which Combinations can address unmet needs of the patients?
Do combin
Which therapeutic categories to select?
Which Combinations can address unmet needs of the patients?
Do combin
success. You alone, after you hear them out, are now in a position to decide if you want to continue to make them a customer o
tions increase the patient compliance?
What would be the developing cost?
How to tackle the risks encountered during combination product developmen
What would be the developing cost?
How to tackle the risks encountered during combination product developmen
know if that is even possible depending on the circumstance. If what they are basing their frustration or anger upon is a cust
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
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
omer service issue get your company involved to resolve it. You will not sell this customer until you do so. Even then it may t
ping new procedures for reviewing their safety, efficacy and quality.
Professional from academic institutions, pharmaceutical industries, health care indust
Professional from academic institutions, pharmaceutical industries, health care indust
oo late to salvage the customer or account.
If you identify that another salesperson was the cause be certain to not
If you identify that another salesperson was the cause be certain to not
y and representatives from various regulatory agencies are working out to design the regulatory requirements for manufacture and sale of combination products
repeat their mistakes. Also be warned not to demean or belittle the other salesperson, product or company. It does you no good
.
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
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
in the eyes of your prospect. There are many ways to point out the advantages of doing business with you and your company witho
elopment. They need to be wiser in analyzing the market trends and the regulatory requirements.
Companies that provide selfless information through particip
Companies that provide selfless information through particip
ut it.
In conclusion, you will find that turning a difficult prospect into a customer will win you a customer for life
In conclusion, you will find that turning a difficult prospect into a customer will win you a customer for life
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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