Main Subject - Business

Whenever the subject of inside sales scripts come up, people usually have definite opinions -- they either love them or hate them.

Those who wouldn't be caught dead using scripts whe

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

n selling on the phone like to point to those pesky telemarketers who call at night and sound stilted and computer like. "I hang right up on them" they say. "I'd never read scripts. I

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

Examples of combination products may in

's totally unprofessional."

On the other hand, there are inside sales professionals like me who understand that some scripts, used in the right context, are exactly what separates th

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

e Top 20% from the other 80%who are ad-libbing their way through their presentations and careers.

The bottom line is that even if you're not physically reading a script, chances 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

ou say the same things over and over again. And, chances are, if you haven't taken the time to plan out and script the absolute best, most effective, proven responses to the situation

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

Combination pro

s, objections, red flags, and reflex responses you get day in and day out, then you truly are winging it, and I'm here to tell you -- that's not a good thing.

I'm big on telesales sc

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

ipts. Oh, not every word -- that would only work if you gave your prospect a script, too.

But to be successful in inside sales you have to be prepared, and you have to know what to s

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

ay, how to say it, and you must know how to effectively deal with the objections and responses that blow away 80% of your competition.

Here are five key areas you absolutely must hav

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

telesalses scripts for:

#1 Gatekeeper Scripts. How successful are you at getting around gatekeepers? Do you cringe when you are asked, "Will he know what this call is about?"

If yo

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

u aren't using proven scripts to get past gatekeepers, then I know you're hating life. It doesn't have to be that way! Use this -- it works:

"Can I tell him who's calling?"

"Yes, pl

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

ase tell him Mike Brooks with XYZ company is holding please."

The combination of please (twice!), and an instructional statement will eliminate 80% of any further screening. Try it!

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

Following aspects would a

#2 Reflex Negative Responses Scripts. How do you feel when you hear this: "I'm not interested," or "We do business with XYZ," or "We don't have the money now." These negative reflex

dd to the challenges in developing combination products:

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

esponses usually mean the end for 80% of sales reps.

The Top 20% are prepared for these, however, and have proven scripted responses. Use this:

"That's exactly why I'm calling, you

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

see..." And then list a benefit other clients are enjoying.

This is a proven and effective way to get past your prospect's negative reflex responses, and a way to earn the right to f

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

nd out whether or not your prospect really is or isn't right for your product or service.

#3 Voicemail Scripts. Have you scripted a powerful voicemail message that provides a benefit

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

, creates curiosity, and gets your prospects to call you back?

The worst thing you can do is um and uh your way through a voicemail message. I will write a whole article on this anot

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

Professional from academic institutions, pharmaceutical industries, health care indust

er time, but for now write out your voicemail message and use it every single time!

#4 Rebuttal Scripts. Believe it or not, 80% of inside sales reps are still ad-libbing and fumbling

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

their way through rebuttals. And most of them are not getting the deals. You must script your rebuttals! Must, must, must!!

Click here http://www.MrInsideSales.com/report.htm for "H

.

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

w to Overcome the Top 10 Objections." And use them!

#5 Taking Your Prospect all the Way Through the Close Scripts.This is a Top 20% favorite, and I wrote a whole article about it a c

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

Companies that provide selfless information through particip

ouple of weeks ago. Find it here on my Blog: Inside Sales Blog

So, do you need to use scripts? My answer is, "Only if you want to be a Top 20% producer!"

Copyright @ 2006 Mike Brook

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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