Tags |
|
|
Links |
|
|
Main Subject - Don't Answer Objections, Isolate Them!
Most sales reps hate getting objections. Their hearts sink into their stomachs, their palms start to swea
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
t, and they start wondering how they're going to pay the rent. Sound familiar?
When sales reps ask me ho
When sales reps ask me ho
; 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
they should handle objections, they are often surprised by my answer. I tell them they should never answ
lude drug-coated devices, drugs packaged with delivery devices in medical kits, and drugs and devices packaged separately but intended to be used together.
er objections. When they look at me like I'm crazy, I explain:
“Objections are often stalls or smokescre
“Objections are often stalls or smokescre
here is enormous increase in the number of combination products entering the market in the recent years. Combination products have proven advantages but fixe
ns hiding other objections that your prospect doesn't want to disclose. As soon as you begin answering ob
d dose combinations are still in the process of convincing regulatory authority on their advantages over the single ingredient formulations.
Combination pro
Combination pro
ections, have you ever found that they have another and yet another?"
“Oh, yeah,” they say. So here’s wh
“Oh, yeah,” they say. So here’s wh
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
at you should do:
Instead of answering an objection you must first isolate and question it. Let's take t
Instead of answering an objection you must first isolate and question it. Let's take t
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
o of the most common ones – “Your price is too high," and “I need to speak with, talk to…"
If your client
If your client
nation products and maximize the revenues. But the companies involved in this practice are overlooking that they are burdening the patients both economically
says, “Your prices too high," you should respond with:
“I can understand that, and let me ask you a ques
“I can understand that, and let me ask you a ques
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
ion -- if this price was exactly what you were willing to pay, is this (your product/service, etc.) the so
ts. Some of the combination products were well accepted by physicians while others suffered. Companies involved in development of combination products are fi
ution you would go with today?"
Now that you've isolated the objection you will see if price really is th
Now that you've isolated the objection you will see if price really is th
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
e only objection. Any answer other than ‘yes’ and price isn't what is stopping your prospect form moving
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
orward (which means you have more work to do to find out what is!)
Same thing with the “I've got to speak
Same thing with the “I've got to speak
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
to, talk this over with….” objection. You should say:
“I can totally understand that, prospect’s name,
“I can totally understand that, prospect’s name,
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
nd let me ask you -- if you did speak with _______ and they said whatever you thought was fine with them,
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
ould you go with this today?"
Again, any answer other than ‘yes’ and that objection is just a stall. Ans
Again, any answer other than ‘yes’ and that objection is just a stall. Ans
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
wering it will get you nowhere.
Do you see how this works? The whole point of questioning and isolating
Do you see how this works? The whole point of questioning and isolating
y and representatives from various regulatory agencies are working out to design the regulatory requirements for manufacture and sale of combination products
he objection first is to uncover what is really holding your prospect back.
And until you find that out,
And until you find that out,
.
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
there will be no deal.
So stop answering objections and start isolating them. You will become a much str
So stop answering objections and start isolating them. You will become a much str
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
nger closer, and you'll begin making more sales. Kind of like the Top 20% so. (smile)
Have a great week
Have a great week
tion in industry events and feedback to regulatory authorities would be able to face the challenges and will be successful in developing combination products
HTTP = HTML link (for blogs, profiles,phorums):
<a href="http://www.mainsubjects.org.ua/article/39400/mainsubjects-Dont-Answer-Objections-Isolate-Them.html">Don't Answer Objections, Isolate Them!</a>
BB link (for phorums):
[url=http://www.mainsubjects.org.ua/article/39400/mainsubjects-Dont-Answer-Objections-Isolate-Them.html]Don't Answer Objections, Isolate Them![/url]
Related Articles:
How To Build A Brand Strategy To Steal Market Share
Bookmark it:
|