Advice You - Business

Use these simple and effective tips to boost your prospecting performance.

1. Always use a conversational tone...don't come from a script. People hate to hear scripted sales pitc

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

hes. Ditch the script and come from your heart. Even if you find yourself saying the same things over and over to different people, say it as if you are talking with them, not at

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

Examples of combination products may in

them. Once you get a groove going, this gets easier. Your confidence and ability to assist others grows with each consecutive call.

2. Don't chase anybody. Chasing just defe

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

ats you and angers them. You've got no chance to help someone if all they want to do is get you off the line. Repeatedly trying to contact those who are not returning your call o

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

nly wastes your time. Use the rule of thumb "Second call, or not at all!".

3. Make the objective of your conversation to find out what they are specifically looking for. Is your

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

Combination pro

product or service something that they really need? Something that will benefit them in some way? Can you help the person? Ask them. Don't just launch in on a list of why your

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

product or service is better than others out there. You're not trying to sell them, your helping them sell themselves.

4. Never assume that you know what the person wants or need

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

s. Get to the truth of their objections by asking pertinent questions. If they "can't afford it" then ask "If you knew that ___could absolutely help you change your life for the

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

better, what would it take for you to be able to afford it?" Make them think about why they are parroting out a response.

5. Give them questions that they really need to think

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

about, rather than questions with cut and dried answers. Questions like "What do you mean when you say..." or "Can you elaborate on that a little?" assist the person in expandi

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

g their own reasons why they feel a certain way about something. Sometimes this is enough for them to see that they really don't know WHY they think this way, and that it is no lo

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

Following aspects would a

nger serving them to do so.

6. Don't defend yourself or your product. You have absolutely no need to justify what you are selling or doing. If someone challenges you, don't buy i

dd to the challenges in developing combination products:

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

nto it. If someone asks "Is your company any better than so and so?" Move forward with questions like "If it were better, is that something you'd be interested in knowing more ab

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

out?" Resolve again to find out specifically what they want and if you cannot offer that to them, let them go.

7. Assume that you don't need the sale. Your only concern is to fi

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

nd out if you and your prospect are a good fit. What you want to achieve is to discover whether or not you can help them. If you don't need the sale, then you won't be pressured

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

to rush through a script or badger a prospect into buying.

8. Always end the conversation on a positive note, even if there is no sale. If you let someone go, do it with dignity

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

Professional from academic institutions, pharmaceutical industries, health care indust

and wish that person success. Mean it. It's possible that after mulling it over, they decide that your product or service is right for them. If your conversation was a friendly

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

, helpful one, chances are good that they will remember that and come back to YOU for the sale.

9. Always come from a place of peace. Take 10 minutes to meditate and get quiet be

.

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

fore you prospect. Get your mindset in the right place. You have something of significance. You want to assist people. You want open communication. Expect that these things

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

Companies that provide selfless information through particip

will occur.

10. Be the leader that others are looking for. Your attitude, more than anything else, is what will affect the outcome of your efforts.

Copyright 2006 Angie Hewerdin

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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