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Useful Advices - Salespeople: Having The Last Word Is Easy--The First One Is Trickier!
When you call into a company and a person or voice mail responds, what is the very first word out of y
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
our mouth?
I’ll bet:
(1) You need to take time to remember;
(2) You will then say, “It varies, base
I’ll bet:
(1) You need to take time to remember;
(2) You will then say, “It varies, base
; 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
on my mood.”
(3) Or, you’ll reply, “That depends on them”
All three replies, of course, are problem
(3) Or, you’ll reply, “That depends on them”
All three replies, of course, are problem
lude drug-coated devices, drugs packaged with delivery devices in medical kits, and drugs and devices packaged separately but intended to be used together.
atic.
Let’s start with the first: “Give me a second to remember.” This tells both of us you don’t kno
Let’s start with the first: “Give me a second to remember.” This tells both of us you don’t kno
here is enormous increase in the number of combination products entering the market in the recent years. Combination products have proven advantages but fixe
, when you should know.
You’re supposed to be scripted and not winging-it. And we don’t simply script
You’re supposed to be scripted and not winging-it. And we don’t simply script
d dose combinations are still in the process of convincing regulatory authority on their advantages over the single ingredient formulations.
Combination pro
Combination pro
the important stuff, such as closes, tie-downs, transition phrases, and answers to objections.
IT’S A
IT’S A
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
LL IMPORTANT STUFF!
How many times do we get to make a good first impression? Right; just one
Your f
How many times do we get to make a good first impression? Right; just one
Your f
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
rst word needs to promote acceptance of your call and proper treatment, thereafter.
The second answer
The second answer
nation products and maximize the revenues. But the companies involved in this practice are overlooking that they are burdening the patients both economically
says one’s first word varies, based on my mood. There is only one mood in selling, and it needs to be
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
consistently aroused. You need to sound polite, professional, and firm: what I call the Three P’s. Scr
ts. Some of the combination products were well accepted by physicians while others suffered. Companies involved in development of combination products are fi
eners and secretaries need to be convinced that you have earned the right of entry into their fortress
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
Your “password” begins with the first word you utter.
On to the third reply: “Depending on what I h
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
ear, I adjust my opening”
This sounds great, in theory, but it doesn’t work, in reality.
Who is cont
This sounds great, in theory, but it doesn’t work, in reality.
Who is cont
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
olling the conversation: You or them? This is a major problem with how most salespeople approach scree
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
ing. They’re already beaten because they defer to the scripts companies use, and not to a better one,
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
one that is designed for their purposes.
Don’t wait to hear what they give you; give them a new scrip
Don’t wait to hear what they give you; give them a new scrip
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
that they’ll have to respond to.
You should be SOURCE, and AT-CAUSE, while they’re AT-EFFECT, though
You should be SOURCE, and AT-CAUSE, while they’re AT-EFFECT, though
y and representatives from various regulatory agencies are working out to design the regulatory requirements for manufacture and sale of combination products
they’re not realizing it, at the moment.
You have three choices at the beginning of a call:
(1) You
You have three choices at the beginning of a call:
(1) You
.
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
can say “Hello.”
(2) You can say “Hi.”
(3) You can skip a greeting word, and cut to the chase. “This
(2) You can say “Hi.”
(3) You can skip a greeting word, and cut to the chase. “This
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
is Dr. Gary Goodman…”
In the next article in this series we’ll discuss the pluses and minuses of each
In the next article in this series we’ll discuss the pluses and minuses of each
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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