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Useful Advices - Learn Seven Practical Tips To Reduce Cold Call Resistance
You know it’s only human nature to resist new ideas, concepts or changes in our immediate environment. Why is this true for each of us? Resistance is a learned behavior that we have learned thru our life experiences. Our experiences have caused us to become conditioned to
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
resist certain changes in our environment. We resist because it’s more comfortable the way things are then if you were to change something in your “safe environment.” Now let’s apply this ideology to your sales prospects, are you ready?
I’m thinking of two words here, can y
I’m thinking of two words here, can y
; 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
u guess them? Your prospects will use these two words as a way to resist you and what you are selling. These two words are called “Sales Objections” and they will be a constant variable in the sales process. The only power that you have and that you can control is how you
lude drug-coated devices, drugs packaged with delivery devices in medical kits, and drugs and devices packaged separately but intended to be used together.
eact to these objections. Charles Swindoll, American author, once said that life is “10% what happens to us and 90 percent how we respond to it!”
What are some strategies that you can use in response to your prospect’s resistance? The most obvious answer would be the quest
What are some strategies that you can use in response to your prospect’s resistance? The most obvious answer would be the quest
here is enormous increase in the number of combination products entering the market in the recent years. Combination products have proven advantages but fixe
ons that you ask your prospect that help them self-discover why they need your product or service. This makes a lot of sense, however, prospects are not waiting for your call, they are busy and very often prospects can be impatient. How do you even the playing field so that
d dose combinations are still in the process of convincing regulatory authority on their advantages over the single ingredient formulations.
Combination pro
Combination pro
you can reduce this resistance? Below are seven practical tips that you can use immediately to reduce cold call resistance and these tips include:
1. USE HUMOR TO REDUCE RESISTANCE
Humor has a permeating effect to instantly change a prospect’s attitude from negative to po
1. USE HUMOR TO REDUCE RESISTANCE
Humor has a permeating effect to instantly change a prospect’s attitude from negative to po
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
itive. Try using a clever comeback when a prospect presents you with a sales objection. Another use of humor can be incorporated into the messages that you leave on your prospect’s voicemail. Since most voicemails from salespeople all sound the same they are than more like
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
y to be deleted. When you use humor, you are standing out in a very unique way and you can expect to receive an immediate callback.
2. USE ENTHUSIASM TO REDUCE RESISTANCE
When you are enthusiastic over the telephone you create this energy between you can your prospect tha
2. USE ENTHUSIASM TO REDUCE RESISTANCE
When you are enthusiastic over the telephone you create this energy between you can your prospect tha
nation products and maximize the revenues. But the companies involved in this practice are overlooking that they are burdening the patients both economically
is contagious. This positive energy can alter attitudes and buying behaviors. If you are excited about what you sell, don’t you think your prospect will wonder what all the excitement is about? Of course they will!
3. INTRODUCE NEW WAYS OF THINKING AND/OR NEW IDEAS TO R
3. INTRODUCE NEW WAYS OF THINKING AND/OR NEW IDEAS TO R
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
DUCE RESISTANCE
Life really is about perception. We may hear something in conversation and one person perceives it one way and another person may perceive it in a completely different way. In sales these same principles apply, for example, if you are presented with a price
Life really is about perception. We may hear something in conversation and one person perceives it one way and another person may perceive it in a completely different way. In sales these same principles apply, for example, if you are presented with a price
ts. Some of the combination products were well accepted by physicians while others suffered. Companies involved in development of combination products are fi
objection perhaps you want to breakdown the price for them. In other situations you may want to start using more words in your sales presentations that inspire feeling or imagery. Again, life is about perception and people buy according to what makes sense to them.
4. USE
4. USE
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
CREATIVITY TO REDUCE RESISTANCE
Creativity has the ability to transform thought. It has a magnetizing effect and is a powerful tool that you can use to inspire one’s curiosity. Once you have their curiosity, you now have their attention and this means your chances have now
Creativity has the ability to transform thought. It has a magnetizing effect and is a powerful tool that you can use to inspire one’s curiosity. Once you have their curiosity, you now have their attention and this means your chances have now
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
increased dramatically for your ultimate outcome---closing the sale! How and when do you use creativity? Creativity can be used in the words you say when describing your product, how you say something, what you say on your prospect’s voicemail or even in the presentation of
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
your business proposal.
5. USE PASSION AND PERSISTENCE TO REDUCE RESISTANCE
The most successful salespeople are the ones who target the most successful prospects. When contacting these prospects it’s important to know that these prospects did not get to where they are by
5. USE PASSION AND PERSISTENCE TO REDUCE RESISTANCE
The most successful salespeople are the ones who target the most successful prospects. When contacting these prospects it’s important to know that these prospects did not get to where they are by
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
eing reactive; they got to where they are now because of their enduring persistence! They jumped over many corporate hurdles to climb the corporate ladder to get to the position where they are now. They know that their climb to success wasn’t easy and can relate to passiona
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
e and persistent salespeople. If you are persistent, your persistence will be respected and your outcomes will be even that much greater.
6. USE INSPIRATION AND MOTIVATION TO REDUCE RESISTANCE
Can you think of the last time that you were inspired to do something? What mo
6. USE INSPIRATION AND MOTIVATION TO REDUCE RESISTANCE
Can you think of the last time that you were inspired to do something? What mo
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
ivated you to action? One way to inspire and motivate your prospects to action is by listening to motivational audio tapes and/or cds. When you begin listening to them you will be inspired and you can use this newfound inspiration by incorporating key phrases and quotes int
y and representatives from various regulatory agencies are working out to design the regulatory requirements for manufacture and sale of combination products
your sales presentation. Some of my favorite speakers and authors include: Les Brown, Anthony Robbins, Zig Ziglar, Dale Carnegie, Dr. Carol Fleming and Brian Tracy.
7. USE THE POWER OF DIFFERENCE TO REDUCE RESISTANCE
Once again, prospects have become conditioned to resi
7. USE THE POWER OF DIFFERENCE TO REDUCE RESISTANCE
Once again, prospects have become conditioned to resi
.
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
t your telephone call. It’s so important that you do something different to break up your prospect’s conditioned state of mind. When you do something different or something non-traditional in nature, you are STANDING OUT in a crowded marketplace. “The Power Of Difference”
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
an be applied to any stage of the sales process. The earlier you apply these principles, the more likely you will inspire your prospect’s curiosity and the more likely you will increase your odds of closing a sale.
Copyright 2006 MR. COLD CALL SEMINARS - All rights reserved
Copyright 2006 MR. COLD CALL SEMINARS - All rights reserved
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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