Useful Advices - Business

Something to keep in mind each time you make a cold call is that the people you are calling don't want to hear from you! I hate to burst your bubble, but this is true. That is why people d

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

evelop reflex responses to your initial contact. I'm sure you have often heard things like, "I'm not interested," or "I don't have the money," or "We’re happy with our current supplier," et

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

Examples of combination products may in

.. Do any of those sound familiar?

Eighty percent of all inside sales reps have trouble getting past these initial negative responses. Often times you will hear them saying the worse poss

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

ble thing to these initial objections—they will repeat them! How many times have you heard someone next to you (or even yourself) say, "You are not interested?" Or, "You don’t have the bud

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

et now?" Or, "You all ready have a supplier?" And so on. This is the consummate mark of an unprofessional. Why in the world would you want to affirm a negative?

The way to overcome this

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

Combination pro

is to be prepared for their initial negative responses with your own positive responses. You must realize that when someone says they are not interested, it does not mean that they aren't

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

nterested, rather, it is just a reflex response. Nearly every one of your prospects will give you some type of initial negative response. That is just the way it is. People can not be bot

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

ered with all the salespeople that are constantly contacting them. So to save time they have developed these initial negative responses to blow off 80% of sales reps that call them.

Now he

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

e is the point. Just because they say they are not interested, or that they don't have the money, that doesn't mean they aren't a potential sale! You must recognize these responses for wha

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

they are and learn techniques to overcome them. Be careful not to argue with your prospect, nor should you try to defend or overcome these initial responses. Rather, you should always res

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

ond with positive rebuttals that are designed to acknowledge their responses, and get you past them and on to your pitch. For example, if you get something like the old favorite,

"I'm not

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

Following aspects would a

interested."

Your immediate response could be,

"Some of our best clients felt the same way when we first called them too, however, once we explained how our (service, product, investment)

dd to the challenges in developing combination products:

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

orked, they were glad they listened."

And then go right back to your script, or format. If they persist with the same negative response, or even then give you a different one, again be pre

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

ared with another positive acknowledgement response such as,

"That is perfectly OK, you are still entitled to this information..."

And then go right back to your script or presentation. I

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

you get something like,

"I don't have any money now."

You could respond with,

"I understand and that is one of the best things about this (service, product, investment)....

And go right

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

back to your script or format. If they try again with one more reflex negative response, you might say,

"That is exactly why I called, you see when you find out how our (product, service,

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

Professional from academic institutions, pharmaceutical industries, health care indust

nvestment) can save you (list a benefit), I know you will be happy I called. As I was saying...

Now go right back to your script or format. Remember what the whole point here is. Your fi

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

st goal when cold calling is to tell your prospect what it is you are calling about. To establish interest. The biggest problem most inside sales reps make is they believe people’s initial

.

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

negative responses, and because they are unprepared to deal with them, they end up getting blown off the phone before they even get started. Don't let this happen to you! You can avoid thi

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

Companies that provide selfless information through particip

by learning and using the above rebuttals on each and every call. Use them, or develop others. But always be prepared to overcome your prospect’s initial objections.

Have a powerful week

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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So many industries and professionals are in denial that above all else they are in the hospitality business. Hospitality is customer service on steroids. Regardless of any other business principles, without that Disney philosphy, businesses will fail.

When you’re calling prospects, you only have about 30 seconds to grab their attention. You have one chance to make a first impression when the prospect picks up the phone, so make sure those 30 seconds count.

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