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Main Subject - Effective Phone Sales
Hate cold calling prospects? Yeah, me to. But in todays fast moving business environment prospecting either directly or by pho
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
ne is a must. Gone are the days when you sit back and just wait for your products or service to be sold. Theses days you have
; 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
prospect daily in order to get your products,service, and Company, out there on customers mind.
In my daily work, I call abou
In my daily work, I call abou
lude drug-coated devices, drugs packaged with delivery devices in medical kits, and drugs and devices packaged separately but intended to be used together.
t 100 prospects daily. I wish it could be more but being a small business owner of safety supply company and "wearing a lot of
here is enormous increase in the number of combination products entering the market in the recent years. Combination products have proven advantages but fixe
hats" time just does'nt allow me.So what do I do to get into the flow of making "cold calls" and baing effective at it? Well,
d dose combinations are still in the process of convincing regulatory authority on their advantages over the single ingredient formulations.
Combination pro
Combination pro
it pretty simple.
First, you must have some sort of contact manager. I work with a very inexpensive one that already comes w
First, you must have some sort of contact manager. I work with a very inexpensive one that already comes w
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
ith my computer bundle of software (Microsoft Outlook). I set up my prospects information and set up times.Second, I use a cor
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
dless phone with a headtset. Headsets are great becasue it frees up your hand to write down important information you can use
nation products and maximize the revenues. But the companies involved in this practice are overlooking that they are burdening the patients both economically
to profile your prospect. Third, I make the call. I ask for the person who makes the buying decision. Also, try to keep it sho
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
rt. "Gatekeepers" usually dont like to hear long, scripted speeches. Besides they are not the ones you want to sell to.When yo
ts. Some of the combination products were well accepted by physicians while others suffered. Companies involved in development of combination products are fi
get the person you want to speak with, be pleasant, direct, and dont SELL them anything. Rather offer them a solution. You do
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
this asking question on what issues they have and you present them how you can help them solve the issue/problem.For example,
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
when I call a prospect and ask them about there operations and the hazards they may have, I pick up (LISTEN) on what they tel
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
!
l me an OFFER them a solution. (Dear Mr. Doe, it seems to me your meat cutting line may be in risk of some serious danger f
l me an OFFER them a solution. (Dear Mr. Doe, it seems to me your meat cutting line may be in risk of some serious danger f
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
rom the knive/machine use. I have this HandFortress glove that has been used in similar plants with good result) Get the idea.
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
And last but never never never least...Follow up..Follow up. Follow up even if they say No we dont need your products/service
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
at this time. Always say something like " thank you for the opportunity. Im sorry to hear we cant work together now, but is o
y and representatives from various regulatory agencies are working out to design the regulatory requirements for manufacture and sale of combination products
k if I call you back in a few months? Remember things chage and (the person who said to you the first time may have Changed hi
.
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
s job).
Well hope this helps. Remeber every situation is different but the principles remain the same:
* organize yourself
Well hope this helps. Remeber every situation is different but the principles remain the same:
* organize yourself
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
* make the call (dont be scared of a NO)
* ask for the right person and ask how you can help, not sell
* follow up follow up
* ask for the right person and ask how you can help, not sell
* follow up follow up
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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