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To become a high achieving sales professional, you must first become an expert communicator. Ask any sales person if they would like to make $250,000 a year and they universally say “yes.” But then look at the tool k

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

it they use to pursue clients, and more than likely you will find that the sales tools are dull.

After 19 years of working with sales organizations in general, and high achieving sales professionals speci

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

Examples of combination products may in

fically, I’ve found that there are many tools that are prerequisite to advancing your income. These five that I will cover here are words and phrases that will create an environment with your prospect where they are

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

telling you the truth. And since your most precious commodity is time, you can’t afford to waste it with people who lie to you.

1. “What would you like to accomplish today?”

I get call

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

ed on by many sales organizations (some of them household names) and rarely, if ever, does a sales person start a meeting with, “What would you like to accomplish today, Bill.” This one question will save you hundred

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

Combination pro

s of hours a year from working on things that don’t matter. It’s a way for the prospect to begin to share their problem with you. Just because the tool sounds simple, doesn’t mean it’s used.

2. “Is the

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

re any financial impact to this problem?”

I’m assuming that you’re not giving away your solution for free. And that in fact, there is a price the customer pays to buy and a price the customer pays no

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 to buy. I want to understand the difference. By asking this question, you will start to learn what the financial consequences are for “not buying.” Then when you talk about your fee, the prospect will be comparing

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

your fee to the cost of the problem. Sales amateurs will very rarely help the prospect make that connection. High achieving sales professionals deal with money more elegantly and eloquently. And this question will he

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

lp you put money on the table without it just being about “your price.”

3. “Let’s do this.”

Get advances if you can’t close. “Lets do this” is a proven technique that allows you to talk a

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

bout the next steps in the process while you move your prospect forward toward a final decision. Let’s suppose you’re an hour into the sales call and the prospect has shared with you some of the problems he has, but

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

Following aspects would a

he’s still unsure of your product or service’s value. You want to go back to your office and study them prior to giving a proposal. In this case, you would say, “Let’s do this. I’m going to go back and put some thoug

dd to the challenges in developing combination products:

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

ht into this and then let’s set a time we can come back in a week and take it a little further.” The better process manager you are, the better sales person you are.

4. “Here’s how we (I) typically work

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

.”

Use this on the very first call where you’re laying out your process for getting them a solution. The high achiever needs to be thought of as an expert, not just in sales, but in the industry domain

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

that you play in. Experts have processes and procedures. If you don’t have a sales process, get one immediately.

5. “I have a sense that…”

The elite sales executive pays close attention

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

to their feelings. The “gut instinct” is a powerful internal communication device for you. If something doesn’t feel right, it probably isn’t. If something does sound right, you’ve got to call it.

“I have

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

Professional from academic institutions, pharmaceutical industries, health care indust

a sense that…” are words in your sales professional toolbox that you can use to begin this conversation. I encourage my clients to use this if they are thirty minutes into the first call and the prospect hasn’t shar

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

ed any problems or pains that he wants to fix. You might say, “In the first thirty minutes of our discussion today I haven’t heard anything that’s really a compelling reason for you to change from your current source

.

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

. I kind of get this sense that if things just continued on it wouldn’t be all that bad.”

Give the prospect an opportunity react. It’s a way for the prospect to come back to you and either say yes, you’re

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

Companies that provide selfless information through particip

right and it’s over (which is OK because as I said earlier, time is your most precious commodity, so move on) or he will convince you that he does have a problem worth exploring. And then, you will have control.

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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Today, there are many consulting firms which help companies incorporate the lean process into their manufacturing processes. The consultants lead, instruct, and jump-start companies in becoming lean in their manufacturing, product development, and supplier relation activities.

When faced with redundancy or the need/desire to change career or job most automatically think of their CV and job applications. There is an alternative

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