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Useful Advices - Cold Calling - Secrets To Success Revealed
The simplest, most cost-effective and most time-efficient way to win new customers is to pick up the phone and call the prospects. But the concept of “cold calling” sends shivers down the spine of most sales people. It seems totally unnat
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
ural to many of us.
As with most irrational fears, such as public speaking, heights and spiders, it is the fear of the unknown rather than anything else that puts sales people off. This is only enhanced by the fear of rejection, a phrase
As with most irrational fears, such as public speaking, heights and spiders, it is the fear of the unknown rather than anything else that puts sales people off. This is only enhanced by the fear of rejection, a phrase
; 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
that surely also needs its own phobia name!
While technique is critical, this comes with experience and confidence. The first defining characteristic of a successful cold callers is their persistence. Recent research showed the enormous
While technique is critical, this comes with experience and confidence. The first defining characteristic of a successful cold callers is their persistence. Recent research showed the enormous
lude drug-coated devices, drugs packaged with delivery devices in medical kits, and drugs and devices packaged separately but intended to be used together.
ismatch between what most sales people thought was a sensible amount of persistence and how many rebuffs prospect really give. 43% of the sample said they would give up calling after the very first rejection from the prospective customer.
here is enormous increase in the number of combination products entering the market in the recent years. Combination products have proven advantages but fixe
Another 23% said they would not call again if the customer said no a second time, 15% the third time and 11% the fourth time. This left only 8% of the sample of sales people chipping away at the prospect’s resistance. However, the researc
d dose combinations are still in the process of convincing regulatory authority on their advantages over the single ingredient formulations.
Combination pro
Combination pro
h showed that when questioned 73% of prospects said they would give 5 or more “objections” before buying!
So the major lesson is not to take now for an answer. The second lesson is to make sure you are speaking to the right person.
All
So the major lesson is not to take now for an answer. The second lesson is to make sure you are speaking to the right person.
All
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
oo often, salespeople start selling to the first person that picks up the phone. This can be a waster of the caller and the prospect’s time if the person at the end of the phone is not the MAN. This is not me being sexist, the MAN is an
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
cronym for Money, Authority and Need. Someone who is happy to listen to your pitch but can’t sign the sales order is merely a recommender.
So how do you make sure you get to speak to the MAN, not the recommender? My favourite question is
So how do you make sure you get to speak to the MAN, not the recommender? My favourite question is
nation products and maximize the revenues. But the companies involved in this practice are overlooking that they are burdening the patients both economically
to ask: “apart from you, who else is involved in [this buying decision]”. The boost their ego by admitting they have a part in the decision and then you get them to say who else you should really be talking to.
However, when calling a bu
However, when calling a bu
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
siness, the first hurdle to get past is the person we call the “gatekeeper”. Often this is the PA, the secretary or the junior colleague who’s explicit job it is to get rid of sales people. However, the target prospect does actually want
ts. Some of the combination products were well accepted by physicians while others suffered. Companies involved in development of combination products are fi
o still hear from people that can do him good deals, save him money, provide a better product or inform him or her of market developments. But the gatekeeper thinks it is their job to stop ANYONE getting through.
The first tactic to get
The first tactic to get
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
ast gatekeepers is to make friends with them first. Then it is much easier to negotiate a contact with your target. The temptation is to show our frustration with the PA who keeps promising to pass on messages. But they will be pleasantly
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
surprised when you show respect!
You are very likely going to have to speak to the gatekeeper several times before accessing your quarry so make notes about their likes, dislikes, family interests, holiday, anything that gives you someth
You are very likely going to have to speak to the gatekeeper several times before accessing your quarry so make notes about their likes, dislikes, family interests, holiday, anything that gives you someth
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 to ask about when you next call. It may sound contrived, but most gatekeepers will begin to crumble when you begin to emerge as a kind, empathetic person.
Don’t be too proud to use the pity card: as an MD, I still find a winning hand
Don’t be too proud to use the pity card: as an MD, I still find a winning hand
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
with “my boss has told me not to speak to him until I get through to your boss, you could not help me out this one time could you?”.
The reverse of this one is to simply state the first name of the person you wish to speak to with an upw
The reverse of this one is to simply state the first name of the person you wish to speak to with an upw
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
rd inflection: don’t ask to speak to the person, don’t say please, just firmly say the first name. Many times it will be assumed you are a known contact and you’ll be put through.
A classic is to get put through to accounts. Then tell th
A classic is to get put through to accounts. Then tell th
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
accounts people you have obviously been wrongly connected by the operator but “is there any chance you can connect me direct to Mr X to save me going around the houses”. You will then be an internal call and may even find out their exten
y and representatives from various regulatory agencies are working out to design the regulatory requirements for manufacture and sale of combination products
sions!
And if you don’t get to speak to the person you want, despite being put through DO leave a message on the answerphone. It may be a million to one chance, but it is still a chance they will call back. But keep it brief and don’t le
And if you don’t get to speak to the person you want, despite being put through DO leave a message on the answerphone. It may be a million to one chance, but it is still a chance they will call back. But keep it brief and don’t le
.
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
ve them enough information to decide they can not bother calling you back. Use just your first name, abbreviate your company name - leave out anything that says what your company does – and leave your number, stating it twice.
A little c
A little c
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
nfidence goes a long way. The first times you try these techniques you won’t have believe in them and they won’t work. But keep bashing away and you will be soon setting your self and your colleagues appointments as if you were born to it
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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