Main Subject - Business

"You don't have to keep calling me!"

"Stop calling me!"

"It's 10 o'clock Monday morning, what nerve!"

"I'm going to be hanging up on you!"

"What part of no did you not understand?"

"Who’s your mana

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

ger?"

Do any of these responses above sound familiar? I bet they do! In fact, it would not surprise me if you are smiling right now because you also have experienced one, two or all of these responses.

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

Examples of combination products may in

If you have then you understand that such mean responses come with the territory. I commend you for this because you are indeed a true cold caller! We can laugh now, but when you are in the moment and

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

on the receiving end of these responses it can be very intense. It's really hard not to take these responses personally. And yes, it's hard to stay positive when you hear so much negativity. And yes, su

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

h negativity from your sales prospects can turn a great day into a not so great day.

So how does Mr. Cold Call deal with mean prospects? First of all, there is no single answer. However, there are ways

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

Combination pro

to deal with it or at least reduce cold call frustration on your end and cold call resistance on their end. Here are four suggestions to keep in mind:

1. PROSPECTS WILL TAKE OUT THEIR PROBLEMS ON YOU!

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

The workplace along with outside pressures such as family and finances cause us a tremendous amount of stress. The sales prospects that you are contacting are not immune to these pressures and you mu

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 keep this in mind when you are making cold calls. When you encounter a prospect that is a bit “out of control” for the most part just back off. I would then try contacting them a few weeks later and

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

make mention to the fact that you may have caught them at a bad time. In my experience, I have found this to be a good strategy since most people do not expect you to call back and do admire your persi

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

stence.

2. HUMOR HAS A PERMEATING EFFECT TO CHANGE A PROSPECT’S ATTITUDE FROM NEGATIVE TO POSITIVE.

Humor also has the power to create and build rapport with your prospects as well! Take a personal r

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

sk and add humor when you are on the telephone with your prospect. If your prospect is acting resistant or if they’re stressed out humor can act as a perfect escape for your prospect. One minute they’

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

Following aspects would a

e having a bad day your light humor can give them a reason to have a FANTASTIC DAY! One line that seems to lighten the mood is when a prospect is about to hang up on you. I then reply, “(FIRST NAME OF

dd to the challenges in developing combination products:

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

PROSPECT), Are you going to hang up on me?” I have found this to lighten the tension of the call.

3. REMEMBER THAT LIFE IS 10% WHAT HAPPENS TO YOU AND 90% OF HOW YOU REACT TO IT.

Read this quote fr

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

m Charles Swindoll, American author, he writes about the importance of your attitude and how you use it to react to life as a whole.

“The longer I live, the more I realize the impact of attitude on lif

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

. Attitude, to me, is more important than facts. It is more important than the past, than education, than money, than circumstances, than failures, than successes, than what other people think or say or

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

do. It is more important than appearance, giftedness, or skill. It will make or break a company ... a church ... a home. The remarkable thing is we have a choice every day regarding the attitude we wil

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

Professional from academic institutions, pharmaceutical industries, health care indust

embrace for that day. We cannot change the inevitable. The only thing we can do is play on the one string we have, and that is our attitude ... I am convinced that life is 10% what happens to me, and 9

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

% how I react to it. And so it is with you ... we are in charge of our Attitudes."

4. WHEN YOU HEAR MEAN RESPONSES EXCHANGE YOUR STORIES WITH FELLOW CO-WORKERS.

When you experience mean responses fro

.

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

m your prospects it’s healthy to get these internal frustrations out of your system. You will find that when you exchange stories with fellow co-workers it can be very self-satisfying and can even be c

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

Companies that provide selfless information through particip

thartic. If you know that you are not alone in dealing with mean prospects then it makes cold calling less frustrating and easier to manage.

Copyright 2006 MR. COLD CALL SEMINARS - All rights reserved

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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