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Useful Advices - Objections Overruled
By now you know that objections come in all shapes and sizes. Your challenge: avoid taking them personally, recognize them as part of the sales process, a
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
nd learn to transform them into opportunities to solidify sales.
Blocked at the Gate: “What Is The Nature of Your Inquiry?”
Blocked at the Gate: “What Is The Nature of Your Inquiry?”
; 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
ne common objection: not getting to the economic buyer. Especially when courting corporations there are receptionists, operators, administrative assistant
lude drug-coated devices, drugs packaged with delivery devices in medical kits, and drugs and devices packaged separately but intended to be used together.
and even voice mail that can screen you out. Many gatekeepers are authorized to say no but not yes. Make them your ally. Use politeness, humor, and creat
here is enormous increase in the number of combination products entering the market in the recent years. Combination products have proven advantages but fixe
vity to help them look good to decision-makers. You bring solutions to their problems. Enlist gatekeepers’ support. Gather valuable information from them
d dose combinations are still in the process of convincing regulatory authority on their advantages over the single ingredient formulations.
Combination pro
Combination pro
to help you better sell to their bosses!
Competition: “We already have a service”
Often your prospect already has someone ha
Competition: “We already have a service”
Often your prospect already has someone ha
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
dling their transaction needs. Don’t defame them, become defensive or slink away. Probe further with questions: “What aren’t they doing for you at this ti
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
e?” There may be room for both of you. Ask: “If you could change one thing about your existing relationship with your current provider what would it be?”
nation products and maximize the revenues. But the companies involved in this practice are overlooking that they are burdening the patients both economically
ook for openings. Get your foot in the door and show the difference you can make.
Price: “We can’t afford you”
Price is a co
Price: “We can’t afford you”
Price is a co
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
mmon objection. I’m often told “We can’t afford your services.” I nicely counter with the question: “How can you afford not to hire me?” Once I shift the
ts. Some of the combination products were well accepted by physicians while others suffered. Companies involved in development of combination products are fi
iscussion to the value of the services I am rendering, my price shrinks in their perception. Explore with prospects the cost of their not using your servi
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
es and products. What does it cost them in lost time, and money left on the table? Put a price tag on their doing nothing. By comparison, your fee’s a bar
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
ain!
Timing: "We’re fine for now.”
Some folks just want to sit pat and avoid change, or at least delay it. They eschew oppor
Timing: "We’re fine for now.”
Some folks just want to sit pat and avoid change, or at least delay it. They eschew oppor
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
tunities to grow. Nicely ask: “How has that worked for you so far?” Ask them: “Are you aware of your competitor’s recent moves?” Emphasize the advantages
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
ou can deliver vis-?-vis their competitors.
The Meta-Issues
Sometimes price, timing and other objections mask the true issues: int
The Meta-Issues
Sometimes price, timing and other objections mask the true issues: int
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
rnal dissention, lack of strategic planning, ignorance of trends, best practices and new technologies. Listen for the message within the objections they p
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
ofess. Your non-judgmental approach, gentle manner will comfort and reassure them and get your more business.
Make Your Own Top-10 List
Make Your Own Top-10 List
y and representatives from various regulatory agencies are working out to design the regulatory requirements for manufacture and sale of combination products
List the most anticipated objections and formulate your responses in advance. When they arise, you can calmly deliver your pre-rehearsed answer in a
.
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
calm, conversational tone, unfazed by their challenge.
Have No Fear!
Don’t fear objections. They offer valuable insights into clien
Have No Fear!
Don’t fear objections. They offer valuable insights into clien
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
s’ concerns, fears and values. Once you understand these you can tailor your responses accordingly and thus sell more effectively. Objection overruled!
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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