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The best cold callers on the planet are topnotch sales professionals. Oddly enough we are also the worst.

When we sales pros first start the process of cold calling prospects, it’s not unusual for us to establ

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

ish new records for scheduling meetings with decision makers—magically transforming scheduling as many as 8 appointments out of cold calls to 10 prospects.

Then, one day, seemingly overnight, the novelty wears

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

Examples of combination products may in

off. The thrill is gone. The smile and dial routine, becomes, well … routine.

Although cold call prospecting is lucrative …

You quickly tire of the repetition.

You want the meetings and deals that energize y

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

u. But the process of 10-20 calls per day 5 days a week, leaves you bored right out of your gourd!

Did you know many people thrive on repetition and routine? More than half the population falls into that categ

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

ory. As you may well imagine, those folks aren’t drawn to the sales profession.

Our natural behavioral style gives us:

* The confidence to do the difficult assignments * The ability to think on our feet; and

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

Combination pro

to support (or oppose) strongly * The talent to bring fresh ideas for solving problems

By our very nature we:

* Are optimistic, enthusiastic, and build confidence in others

* Have the “gift of gab” and an a

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

ility to verbalize our feelings

* Are excellent troubleshooters

With the right incentives we sales professionals are willing to take risks that can give our companies unbelievable success.

Routine. Our nemes

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

is.

So, how do you reconcile the fact that the most successful cold calling system has to do with using the same script over and over again?

You have to be aware of your strengths and weaknesses so you can de

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

elop strategies to meet the demands or routine cold calling. You must claim victory over … the boredom-factor.

I know that’s tough to do, nonetheless, your ability to fight the boredom is critically important

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

o your success.

Folks like accountants and clerks who gravitate toward routine flip out as they read these suggestions. But successful sales professionals, you’ll laugh … and value these simple yet effective t

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

ps. Blast past the dreaded “boredom barrier” as you follow through with these techniques, and keep laughing all the way to the bank.

OK. Let’s shake things up a bit.

Your prospect never needs to know you are

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

Following aspects would a

doing these kooky things on the other end of the line to break the monotony of cold calling decision makers.

These are the tips that’ll blast you past the boredom barrier.

* Get rid of your chair.

Conduct ca

dd to the challenges in developing combination products:

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

ls from squatting position—position yourself as though you are sitting on air. The physical tension of this “squat” will distract your brain from the boredom as you are challenged to sound natural to the execut

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

ve assistant on the other end of the phone!

* Stand with pen in hand over a calendar or stylus over your PDA—ready to schedule a meeting.

The changes in your voice as you assume this position and your sense o

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

f expectation will convey to your prospect. Much like when you extend your hand in person and expect the other person to extend their hand to shake yours … your sense of readiness will convey to your prospec

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

.

* Keep the chair.

Lean back in it and put your feet up on the desk, like the big wigs in the movies.

* Oxygenate - project your voice with clarity and strength.

First time I did this I got dizzy and calle

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

Professional from academic institutions, pharmaceutical industries, health care indust

the doctor. He said, “No worries. Your brain isn’t used to that much oxygen! This is good for you. Keep it up.” To get as much air in as you can, put your hands on your bent knees. Lean forward into this sligh

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

t squat lean, take 5 deep breaths in through your nostrils–so deep that your abdomen fills first then your lungs, and finally your chest. Then, exhale through your mouth. This will pump you up for your calls an

.

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

add strength to your voice.

* Immediately follow one successful call with another.

Your sense of exhilaration and success will carry to the listener. And you’ll feel the sweet sensation of riding the crest

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

Companies that provide selfless information through particip

f the wave of success!

Is boredom keeping your from your personal best with cold calls? You will blast through that barricade as you master these tips!

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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Insource it! There are lots of companies out there offering outsourced telesales and lead generation on a pay per lead basis. Indeed, our own experience in the past in having performed those sorts of services for clients shows that there’s a large demand for that service. A better way is to bring that function inside your company where you can more tightly manage and control it.

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