Main Subject - Business

Step II: Asking the Right Questions

It’s been my experience that all prospects want to talk

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

…you just need the right questions to ask them. That’s where many new sales people face a bi

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

Examples of combination products may in

hurdle. How do I ask the best questions to develop some needs for my product or service?

I

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

’s really quite simple. If you start out with a ‘generic’ question, that will get the ball r

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

olling. A question I often recommend is, “Do you mind if I ask you a few questions about you

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

Combination pro

business?” This question accomplishes 2 things for you:

1. It’s a very non-threatening que

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

tion. It should help put your prospect at ease.
2. It shows you have an interest in some

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

thing besides ‘selling something’.

Once you get the prospect talking, sit back and listen.

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

hey’ll tell you everything you need to know. Take good notes. Circle important points. If

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

hey’re especially passionate about a problem with a product or a vendor, this is a big red fl

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

g that should lead you to a great opportunity.

As you’re listening, you should start thinkin

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

Following aspects would a

g of future questions. Don’t get nervous about future questions. You only need a few. Peop

dd to the challenges in developing combination products:

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

e who go into meetings with a list of 20 questions to ask the prospect never get anywhere. T

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

ey get so focussed on their questions that they stop listening to the answers.

The person wh

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

o listens well has a much greater chance of closing a prospect. If you spend 90% of your tim

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

with a prospect listening, you’re beyond most of your competitors. You have 2 ears and 1 mo

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

Professional from academic institutions, pharmaceutical industries, health care indust

th for a reason.

Most rookie sales people are so anxious to give out all the great informati

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

on they’ve learned that they forget to listen. That’s why Step II is not only about asking q

.

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

estions, but it’s also about really listening to the answers you receive.

Copyright 2006 Su

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

Companies that provide selfless information through particip

an Adams
www.susanadamshome.com

tion in industry events and feedback to regulatory authorities would be able to face the challenges and will be successful in developing combination products

Beer coasters – a viable, well accepted and useful advertising format. If you have joined the growing number of companies buying advertising space on the beer home page, you will see how beer coasters drive up the traffic count.

Many companies ponder the question. Should we build or buy? The answer may seem obvious to anyone who has already asked the question; but to those who are traveling down this road the first time, it's a decision that can mean the difference between success and failure.

Tags

Links

Main Subject - 5 Easy Steps to Closing the Sale: Step II

Related Articles: