Useful Advices - Business

You’ve spoken with your prospect’s assistant at least four or five times and no prospect. You’ve even left messages with your prospect’s assistant and still no prospect. You’ve left multipl

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

e voicemails for your prospect and again, no prospect. Either you have the worst possible timing or your prospect is just too busy to take your call. It’s most likely they are just too bus

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

Examples of combination products may in

y to take your call.

Another week goes by and you then decide to try your prospect once again. You dial your prospect and guess what happens next? Your prospect actually answers the teleph

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

ne! In a way it’s a bit awkward, no? What I mean here is the fact that you know that your prospect is busy and your prospect knows that you know that he or she is busy, so what do you do no

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

w?

The most obvious answer is to proceed with your sales pitch. I’m guessing that most sales reps would do this and there is nothing wrong with such an approach. But this thought process i

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

Combination pro

coming from the mind of a sales rep, so your perspective might be different than the person on the other end who is taking your call. Your prospect may not even want to speak with you? In

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

fact, they probably even know why you are calling and really see you as an intrusion on their time. They may even get turned off by you and now you have ruined your chance of ever doing bus

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

iness with them! So now what? What should you do?

When you reach your prospect I recommend that you say something to "break the ice." I recommend that you say something that helps to reduc

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

that awful tension that you feel when you finally get your prospect on the telephone. I recommend that you say something that may make your prospect smile or laugh. Once you have “broken t

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

he ice” I would then introduce yourself, reiterate that you have been trying to reach them and state the reason why they may want to take your call. So what words or phrases am I suggesting

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

When you finally get your hard to reach prospect on the phone, here are a few examples that you could use to reduce your prospect’s resistance:

“(First name of prospect), this is better

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

Following aspects would a

than winning the lottery!” (Pause, introduce yourself, reiterate that you have been trying to reach them and finally, state the reason why they may want to take your telephone call)

“(Firs

dd to the challenges in developing combination products:

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

t name of prospect), this can’t be true, I can’t believe that I’m actually speaking with you!” (Pause, introduce yourself, reiterate that you have been trying to reach them and finally, sta

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

e the reason why they may want to take your telephone call)

“(First name of prospect), I need to pinch myself here, WOW! I can’t believe this!” (Pause, introduce yourself, reiterate that y

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

ou have been trying to reach them and finally, state the reason why they may want to take your telephone call)

“(First name of prospect), looks like my persistence has paid off here!” (Pau

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

e, introduce yourself, reiterate that you have been trying to reach them and finally, state the reason why they may want to take your telephone call)

“(First name of prospect), I hope that

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

Professional from academic institutions, pharmaceutical industries, health care indust

you don’t mind my persistence.” (Pause, introduce yourself, reiterate that you have been trying to reach them and finally, state the reason why they may want to take your telephone call)

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

Do these examples work? The short answer is yes, but if you are already saying this is stupid then would you do me a favor? Don’t even try it! You’ve already made up your mind and this appr

.

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

ach will not work. If you are open to using these examples it’s important not only what you say, but how you say it! These “Ice-Breakers” need to be said with confidence, enthusiasm and wit

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

Companies that provide selfless information through particip

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 - That Awkard Moment When You Finally Reach Your Sales Prospect

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