Useful Advices - Business

Improve Your Sales.....Instantly!

Here are three techniques your inside sales reps can begi

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

n using right away to instantly improve their sales:

#1 Getting past the gatekeeper. Pleas

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

Examples of combination products may in

have your sales reps begin using Please. When the receptionist asks, "Can I tell them who'

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

s calling?" your rep should always answer, "Yes, please tell (prospect) that (sales rep's na

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

e) is holding please." And then watch as they are instantly put through without any more sc

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

Combination pro

eening.

This one technique alone will improve their contact rate by more than 50%!

#2 Nev

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

er, ever call and say, "I was just calling to touch base (or to see how things were going, e

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

c.). That's not why you are calling. You are calling to close business! To improve, alway

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

s call with a reason like, "Hi this is Mike Brooks with the ABC Co., and I'm calling to let

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

ou know about our December special. Did you know that if you act now you can save..."

Deve

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

op your own opening line, but always open with an active statement and give your customer a

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

Following aspects would a

reason to buy.

#3 Stop repeating the objection! You would be surprised how frequently 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

ar telemarketers say, "Oh, you're not interested now?" or "So you don't have the budget at t

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

his time?" WHAT?!

The sooner you stop repeating their objections and begin asking your cus

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

omers what it will take for them to buy, the sooner your sales will grow. Whenever you get

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

no or a negative, always counter it with a positive buying question like, "What will it tak

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

Professional from academic institutions, pharmaceutical industries, health care indust

e for you to place an order today?" or "Where could you get the budget from to take advantag

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

of our great special today?" or even, "When you do place your next order, what will you be

.

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

likely to buy the most of?"

The more opportunities you give your customers to buy, the more

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

Companies that provide selfless information through particip

orders you will get.

Practice these techniques today, and watch as your sales begin to soar

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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