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Main Subject - Control Your Sales Calls From The Start
Sales calls that you control are what all salespeople want. I am a big believer that questioning is the most important skill for sales professio
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
nals. In order to stay in control of your sales calls, whether by phone or in person, you need to be the one asking questions most of the time.
; 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
To be the one asking questions most of the time, you have to get to questioning right from the start of your sales calls. This issue's tip is
lude drug-coated devices, drugs packaged with delivery devices in medical kits, and drugs and devices packaged separately but intended to be used together.
about how to make this transition quickly with finesse, whether you are calling by phone or are in person.
To accomplish this, you will need
To accomplish this, you will need
here is enormous increase in the number of combination products entering the market in the recent years. Combination products have proven advantages but fixe
to eliminate beginning your sales calls with long-winded "presentations" about your company. This may seem counter-intuitive. You may have reaso
d dose combinations are still in the process of convincing regulatory authority on their advantages over the single ingredient formulations.
Combination pro
Combination pro
ed that your prospect doesn't know who you are, and needs your introductory "presentation" as background for a sales discussion.
Although th
Although th
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
s is the mode many of us are used to, the reality is different. If you politely give your customer a valid business reason for you to ask questi
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
ns from the start, you will find that virtually all of your customers will let you do this. You will then be able to spend most of your valuable
nation products and maximize the revenues. But the companies involved in this practice are overlooking that they are burdening the patients both economically
time investigating what your customer wants and needs.
OK so here's how you do this. Once your sales calls have started and you have establi
OK so here's how you do this. Once your sales calls have started and you have establi
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
hed rapport, you say something like the following:
"Mr. Jones, I am with XYZ Company, and we help companies to [insert your be
ts. Some of the combination products were well accepted by physicians while others suffered. Companies involved in development of combination products are fi
efit here]. What I would like to do today is ask you a few questions to see if it makes sense for our companies to do business together. How doe
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
s that sound to you?"
You can modify the above to your own style, but let me first show you what makes this opening work. In
You can modify the above to your own style, but let me first show you what makes this opening work. In
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
everse order, you are asking permission to ask questions, you are stating that your purpose is to see if it makes sense to do business together,
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
and you are suggesting a common benefit of doing business with your company.
By asking permission to ask questions, you establish the format
By asking permission to ask questions, you establish the format
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
of your sales calls, and put yourself firmly in charge. In stating that you want to see if it makes sense to do business together, you are sayin
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
that this is a mutual decision, and that you aren't just out to sell them something that they may not need. By suggesting a common benefit of d
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
ing business with you, you are giving a prospect, who may not know much about you, a reason to continue with the sales call.
Until a prospec
Until a prospec
y and representatives from various regulatory agencies are working out to design the regulatory requirements for manufacture and sale of combination products
has decided that you understand their business problems, a simple benefit of doing business with you suffices to get your sales calls started.
.
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
f your company is a known quantity in your market or to your prospect, you can skip the benefit completely as the prospect already has a reason
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
nd context for the discussion.
There's no need for long-winded openers on your sales calls.
© 1999-2004 Shamus Brown, All Rights Reserved
There's no need for long-winded openers on your sales calls.
© 1999-2004 Shamus Brown, 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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