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Useful Advices - Fundemental Success In Teleselling
Outbound and inbound teleselling has to be the most difficult form of sales there is. Everything that can make a sales person great in pers
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
on, rarely works on the phone. For example, a "normal" sales presentation involves visual contact, which encompasses body language, facial
; 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
expressions and other non verbal cues. There is also no time limit to a normal sales presentation allow the customer and sales person to wo
lude drug-coated devices, drugs packaged with delivery devices in medical kits, and drugs and devices packaged separately but intended to be used together.
rk free of heavy time pressure whereas many telesales roles have an ACD (Average call duration) between 3 and 10 minutes on average.
So how
So how
here is enormous increase in the number of combination products entering the market in the recent years. Combination products have proven advantages but fixe
can you succeed in telesales without going crazy? Firstly there are a few factors that many telesales people don't think about. Time mana
d dose combinations are still in the process of convincing regulatory authority on their advantages over the single ingredient formulations.
Combination pro
Combination pro
ement, we’ve already stated that telesales is quite tightly timebounded, but because call centre mangement quite often tell staff when to ta
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
ke their breaks. Staff themselves don't really think about managing their own time. For example
Lets say you worked two hour bursts 09:00
Lets say you worked two hour bursts 09:00
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
- 11:00 with a 15 min break, 11:15 - 13:00 with an hour for lunch 14:00 - 16:00 with a 15 min break and 16:15 - 17:30. Rather than ploddin
nation products and maximize the revenues. But the companies involved in this practice are overlooking that they are burdening the patients both economically
g through the day as it comes, look at the day as a whole, think about how many calls you want to do per "burst" this can sort your producti
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
vity for the day. Work out how long on average it takes to ask your qualifying questions and sell the revelent benefits
Next think about c
Next think about c
ts. Some of the combination products were well accepted by physicians while others suffered. Companies involved in development of combination products are fi
ll quality, now, to be great in telesales, you need to consider three attitudes. Firstly, you need to be proactive. This means that you do
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
n't get upset by the unpleasant customer you spoke to earlier, you forget the last call and the next call and concentrate on the call at han
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
d. Its maybe your 50th call of the day but its your customers first.
Next, we need to think about being objective focused. Why are we mak
Next, we need to think about being objective focused. Why are we mak
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
ing a telephone sales call? Quite simply, to make a sale! Never forget this, however the call goes. Ask for the business wherever you can
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
(ethically of course) because telesales is usually more transactional as opposed to consultative, we can present our products after we have
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
asked our qualifying questions to find out what the customer needs, and, after testing the waters, ask the customer if they would like to go
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
ahead with it. I'f you don't ask, you don't get.
Finally, we need to be target driven…all the time! Not just when the Team leader says s
Finally, we need to be target driven…all the time! Not just when the Team leader says s
y and representatives from various regulatory agencies are working out to design the regulatory requirements for manufacture and sale of combination products
o, don't do it for the team leader, do it for yourself. Break your yearly target down into monthly ones, your monthly ones down into weekly
.
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
ones and your weekly ones into daily ones. Once you have that daily target, you now have a benchmark to hit everyday and something to work
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
towards everyday. Plus, aiming to hit ?500 every day in immediate sales is a lot easier psychologically than trying to hit ?10,000 a month
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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