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Objections from customers can be difficult to overcome, but with the right training objections become part of the normal sales conversation. You must be able to handle multiple type

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

s of objections, but you will find that you also have many different ways to handle them. You may want to start by learning a few techniques and then start adding more as you master

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

Examples of combination products may in

these methods.

1. Boomerang Bounce back to them the objection. Take what they say and use it to get them closer to the objective. By using what they say, you are saying that th

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

ey are right. And when you attach what you want to what they say, then by association, what you want is right.

2. Objection chunking You take a wider or narrower view than their o

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

bjection. This helps the customer see the situation from a different perspective. Taking a different perspective has a dual effect, first of re framing to create a different attent

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

Combination pro

on and a new understanding, and secondly of distracting from what might be a difficult issue to resolve.

3. Conditional Close Here you are accepting the objection and getting them

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

to agree to purchase the item if you can resolve the objection. If they say they want a red one, you say if I can get you a red one will you purchase it today.

4. Curiosity Don’

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 ask ‘why’, but act curious as to why the objection exists so they have an opportunity to explain the issue. This gives you the information you need to resolve the objection and ma

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

ke the sale. You are no longer threatening because you are only curious and exploring why and not being the hard closer.

5. Deflection Avoid responding to the objection by lettin

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

g it pass without comment. By accepting their objection you are accepting them as a person, and the additional harmony and rapport created may be enough to overcome the objection.

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

. Feel, felt, found Talk about how they feel and then mention how others have felt. This method identifies the feelings of the customer and then attaches those same feelings to ot

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

Following aspects would a

hers so they are part of the group. Then you show how others changed their mind and this allows them to change their mind too.

7. Humor Respond with humor instead of frustration.

dd to the challenges in developing combination products:

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

This takes the pressure off of the moment and allows them to relax so you can continue the conversation. This also allows you to relax because objections can get frustrating at ti

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

mes.

8. Justification Confirm their objection by saying how reasonable the objection is. Then you can follow-up by saying it may appear that way or it seems that way and then sho

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

w them the value of the product or service you are selling. You have now justified their concern and then showed why it really shouldn’t be a concern.

9. Objection writing As the

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

put their objections out, write them down. Now as you handle each objection cross them off. This shows the customer that you are listening and you want to cover all of their conce

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

Professional from academic institutions, pharmaceutical industries, health care indust

rns. You can then show them that all of their concerns aren’t really concerns and they have no reason to not purchase today.

10. Pre-empting You can handle the objections before

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

they come up. If you find that many people have the same objection, you can bring it up first and then brush it away. The objection is then already handled so the person has to com

.

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

e up with something else. Be careful with this one because you may find that you bring up objections that the person had not considered.

In summary, you have ten great ideas to get

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

Companies that provide selfless information through particip

you started on handling objections. You will find as you use them that they can be used together also. You will want to practice them and have them ready to go at a moments notice

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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You get only one shot at the interview itself, but if it is important you can have as many dry-runs as you need. Think of it as a rehearsal for a major stage-play. You wouldn't walk on stage without preparing or rehearsing until you were word perfect would you? So why do people go to interviews which may land them a job with a life-time value of hundreds of thousand of dollars with out even the slightest preparation.

Here's a 5 step marketing process you can use to successfully launch a new business, revive an existing business or to introduce a new product or service to the marketplace.

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