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Useful Advices - How to Prepare for Cold Calls When Resistance is Likely
Many sales reps look at ads, direct mailing pieces, catalogs, the Internet, anywhere there's advertising as sources of prospects. This is wise. But I find so many of these people ill-prepared
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
for what they inevitably hear on calls. Here's an example of what I received.
Caller: “Hello, this is Bill Jones with Video Recorders. I saw the ad for your Getting Through to Buyers video
Caller: “Hello, this is Bill Jones with Video Recorders. I saw the ad for your Getting Through to Buyers video
; 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
program, and we do video duplication.”
“Uh-huh.”
He became flustered at this point, probably because I didn't say, “Oh, you do video duplication? Where should I send my master copy; you can
“Uh-huh.”
He became flustered at this point, probably because I didn't say, “Oh, you do video duplication? Where should I send my master copy; you can
lude drug-coated devices, drugs packaged with delivery devices in medical kits, and drugs and devices packaged separately but intended to be used together.
do mine.”
“Uh, I'd like to talk to you about doing yours.”
“Look I'll save you some time. I selected my existing company after evaluating quite a few. They have a very good price, quality
“Uh, I'd like to talk to you about doing yours.”
“Look I'll save you some time. I selected my existing company after evaluating quite a few. They have a very good price, quality
here is enormous increase in the number of combination products entering the market in the recent years. Combination products have proven advantages but fixe
is fine, and service is great. I have no reason to even consider looking around. Even if I did, I ordered enough to last me the rest of the year.”
“Oh, OK. Keep us in mind.”
Yeah, sure.
“Oh, OK. Keep us in mind.”
Yeah, sure.
d dose combinations are still in the process of convincing regulatory authority on their advantages over the single ingredient formulations.
Combination pro
Combination pro
>Analysis and Recommendations
So you might be thinking that I gave this guy an iron-clad objection that was impenetrable. And you're right for the most part-when it comes to getting a sa
So you might be thinking that I gave this guy an iron-clad objection that was impenetrable. And you're right for the most part-when it comes to getting a sa
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
le on that call. However, he undoubtedly runs into that same objection quite a bit, so I'm surprised he hasn't learned to use something that won't totally slam the door so suddenly in his fac
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
e. Here's what I would do in his situation:
Call Strategy and Preparation: If I were placing this call, my Primary Objective would be to get commitment that the prospect would use my
Call Strategy and Preparation: If I were placing this call, my Primary Objective would be to get commitment that the prospect would use my
nation products and maximize the revenues. But the companies involved in this practice are overlooking that they are burdening the patients both economically
service the next time they duped tapes. Although that wouldn't be achieved on a majority of the calls, it's always best to aim high. After realizing on the call this wouldn't be reached, obje
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
ctives in descending order would be: to get commitment that I could at least bid on their next job, and if that wasn't met, to get agreement that they would at least keep us on file as a back
ts. Some of the combination products were well accepted by physicians while others suffered. Companies involved in development of combination products are fi
-up supplier in case their existing duplicator for some reason no longer met their needs, or if they had other future projects coming up.
Preliminary Information: He knew nothing abou
Preliminary Information: He knew nothing abou
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
t me when he called. He could have asked the person who answered the phone here about who we now use, how many we typically order, what we pay, and any other qualifying information which woul
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 have better-equipped him for the call.
Opening Statement: He gave no reason for me to even listen. He may as well just said. “Well, I've finally called you, so I guess you can start
Opening Statement: He gave no reason for me to even listen. He may as well just said. “Well, I've finally called you, so I guess you can start
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
using us now.”
Simply dialing the phone does not give a person the right to take someone's time. Promising or hinting at some value they could get does.
I would have listened to this: “I'm
Simply dialing the phone does not give a person the right to take someone's time. Promising or hinting at some value they could get does.
I would have listened to this: “I'm
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
Bill Jones with Video Recorders. We specialize in top quality video duplication, and now work with quite a few training organizations. Depending on the price you're now paying and your level
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
of satisfaction with the quality and service you're getting, it might be worth it for you to take a look at a bid we could do for you. I'd like to ask a few questions to see if it would be w
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
orth your while to talk about it.”
I would have been more likely to answer questions at this point. However, even if I did retort with the same objection mentioned earlier, he could have pic
I would have been more likely to answer questions at this point. However, even if I did retort with the same objection mentioned earlier, he could have pic
y and representatives from various regulatory agencies are working out to design the regulatory requirements for manufacture and sale of combination products
ked up on it and used it to ask more questions. For example, “I see. What price are you paying?” If that resulted in a dead-end, a last resort question to at least try and accomplish the last
.
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
chance objective would be, “What plans do you have in place for a back-up supplier, if for example, you needed a large quantity in a hurry and your supplier wasn't able to accommodate you fo
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
r some reason?”
Determine if parts of your call process are similar to this one. Analyze every step of the process, determine your own strengths and enhance them, and shore up the weak areas
Determine if parts of your call process are similar to this one. Analyze every step of the process, determine your own strengths and enhance them, and shore up the weak areas
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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