Main Subject - Business

Fear is a funny emotion. We all experience it but seldom talk about it. Most in the sales arena find fear to be a scary em

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

otion. In fact fear of cold calling is the ultimate downfall of many a fine sales professional.

Did you know fear is only

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

Examples of combination products may in

scary until you learn to master it? With master you will find that when you least expect it fear has morphed into the adr

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

enaline needed to draw prospects to you like moths to bright light. That is the very instant when the emotion that you pre

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

viously found paralyzing becomes exhilarating.

Let's take a close look at both sides of fear, the paralyzing side and the

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

Combination pro

side where freedom awaits you.

If you're stuck in fear odds are your ability to think has ceased and you have stopped lea

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

rning. Then, a nasty cycle of fear begins.

Instead of telling yourself the truth, that you're scared, you begin to accept

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

the fear based self-doubt as truth.

You start fear based self talk. You know the words, "I can't" "I don't care how much

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

success you've had, this won't work for me" "My situation is different."

Then, the what-if game of doubt kicks in close

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

on the heels of negative self-talk. And doubt begins to sound like reason.

Puh-leeze! Principles of success are the same

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

cross industries. Think about it and you will agree.

Plain and simple, the cause of fear is ignorance. That is right, fea

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

Following aspects would a

r of cold calling is based in the unknown. The first step to breaking its power over you is to be honest about your emoti

dd to the challenges in developing combination products:

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

ons. Do this and you will soon see fear as energy in motion. Motion that is extremely effective in keeping you moving.

Su

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

ccessful cold callers are well served by mentors. You can find mentors too, people who have successfully gone where you wa

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

nt to go. Who can

1. Coach you through fear by breaking it down to components you can identify.

2. Help you identify pat

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

erns of fear

3. Hold you accountable for surmounting these points of fear

4. Encourage you to the other side of self dou

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

Professional from academic institutions, pharmaceutical industries, health care indust

bt creeps in

5. Call your bluff when you start to believe your own fears and say "I can not" "this will not work for me"

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

"you do not know my circumstances"

6. Give you empowering words to replace your self talk

7. Identify the flaws in your

.

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

doubt and let you know why your doubts are not at all reasonable.

As always, the choice is yours. Now, what choice will y

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

Companies that provide selfless information through particip

ou make, give in to fear or live in the exhilaration of freedom?

Forward this article to friends-they'll thank you for it

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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