Useful Advices - Business

As a salesman you may find yourself having the opportunity to make cold calls in person or on the phone. You will want to train yourself that they are easy and

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

simple to do. Do not let yourself get overly concerned. There are great rewards to be had by overcoming your fear of making cold calls.

First, realize that yo

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

Examples of combination products may in

are a person that is calling on another person. What is the worst that can happen? You need to relax and try to enjoy the phone call. If you say to yourself

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

hat you hate making calls, you are going to have a miserable day and that will be made manifest to the people you are talking to and your sales will suffer.

You

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

first challenge on the phone is to get to the decision maker or to get through the ‘gatekeepers’. This may be the secretary, children or the answering machine.

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

Combination pro

You need to find the right response to get through. When they ask who is calling, return with a question like “would you tell them it is John Smith form Sales

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

LC.” The question is softer and gives them the power instead of trying to tell them to go and bother the boss or parent.

Once you have found the decision maker

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

, you have a very short and limited amount of time to make the right impression. Do not try to make small talk. You are interrupting something so you need to b

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

to the point quickly. The person will want to know who is calling and why. Hence, when they answer, ask if you have the right person. When they say yes, then

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

you need to make your introduction quickly and to the point.

“Mr. Johnson my name is John Smith and I am calling from Sales LLC to see if our services as a sale

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

company will be relevant in helping your company achieve their financial goals.”

With the above introduction, you have answered their questions who and why imm

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

Following aspects would a

diately. You have to grab their attention immediately or you won’t have a long conversation. Mr. Johnson may still say no and let you go, but you have given th

dd to the challenges in developing combination products:

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

m the opportunity to say no to the business instead of no to an interruption in their time.

Assuming that Mr. Johnson shows some interest by allowing the conver

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

ation to continue, you will want to determine his needs to see if your product or services will be a fit for his company. One way to get this information while

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

building reports is to ask if you can ask some questions. By you making the call and interrupting his day, you have power in the call. By asking if you can ask

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

a question, you are giving power back to him. “Do you mind if I ask…..” He now feels like he is in more control or at least equal to you.

Next you want to giv

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

Professional from academic institutions, pharmaceutical industries, health care indust

as much reassurance as possible. On the phone, it may be difficult to give these reassurances, so if you have a money back guarantee or warranties make sure yo

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

let Mr. Johnson know. Also, this gives you an opportunity to build rapport. Remember the old adage “people buy people.” If they don’t trust you, they will ne

.

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

er buy.

In summary, you must have a good attitude when making cold calls. When you make the calls respect the person’s time and get to the point quickly by ide

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

Companies that provide selfless information through particip

tifying yourself and the reason you are calling. You want to then have the customer feel like they are on equal footing with you and build rapport when possible

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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Useful Advices - Cold Calls Made Easy

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