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Useful Advices - This is a Sales Call: How to Begin Prospecting Calls with Integrity
“Hello. I'm looking for Sharon Morgen?”
“Sharon DREW Morgen.”
“What? Sharon Morgen?”
“No. Sharon DREW”
“Um. Hello. Are you Mrs. Drew?”
“Ms. Morgen. That's me. Is this a sales call?”
“Um. Hello. No. I'm with XYZ bank and I'm giving you a service call.”
“Regarding what? I don't do business with you. And you're not supposed to be making a telemarketing call on me. So what type of service are you offering for free?”
“Sharon DREW Morgen.”
“What? Sharon Morgen?”
“No. Sharon DREW”
“Um. Hello. Are you Mrs. Drew?”
“Ms. Morgen. That's me. Is this a sales call?”
“Um. Hello. No. I'm with XYZ bank and I'm giving you a service call.”
“Regarding what? I don't do business with you. And you're not supposed to be making a telemarketing call on me. So what type of service are you offering for free?”
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
“Well, it's not for free. But we thought you'd like to know about our new banking services.”
“Ah. So it IS a sales call.”
“We're not allowed to say that.”
This call really happened.
Years ago I lost a large piece of business because I advocated telling prospects, “This is a sales call.” For some reason, the Sales Director was appalled that I would announce it was a sales call. Who would prospects think they were speaking with? Their wif
“Ah. So it IS a sales call.”
“We're not allowed to say that.”
This call really happened.
Years ago I lost a large piece of business because I advocated telling prospects, “This is a sales call.” For some reason, the Sales Director was appalled that I would announce it was a sales call. Who would prospects think they were speaking with? Their wif
; 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
? Their mother? A relative? A friend? I'm a stranger, obviously. And why would I be calling them? Would I be from their child's school, announcing a problem? Or from the neighborhood, with a report of a house on fire? How about a person from the cleaner's, telling them I'd lost their new suit?
What is wrong with telling prospects that you're placing a sales call? They'll guess it anyway when they don't recognize your voice. It will also be obvious b
What is wrong with telling prospects that you're placing a sales call? They'll guess it anyway when they don't recognize your voice. It will also be obvious b
lude drug-coated devices, drugs packaged with delivery devices in medical kits, and drugs and devices packaged separately but intended to be used together.
cause your opening remarks will probably sound uncomfortable - like a stranger placing a call to another stranger.
But it doesn't have to be that way.
NO NAME, NO TIME
Let's start with the name game. Dale Carnegie used to recommend that sales people repeat the prospect's name because he thought people loved hearing their own name spoken. Whether that was because the phone systems in 1937 weren't that great, or because that was a commonly accepted
But it doesn't have to be that way.
NO NAME, NO TIME
Let's start with the name game. Dale Carnegie used to recommend that sales people repeat the prospect's name because he thought people loved hearing their own name spoken. Whether that was because the phone systems in 1937 weren't that great, or because that was a commonly accepted
here is enormous increase in the number of combination products entering the market in the recent years. Combination products have proven advantages but fixe
belief, it's no longer the case. When we really know someone, we rarely use their name. Intimacy means never have to say someone's name – there's just this eye contact people have, or a special way of saying ‘Hi. It's ME.”
Of course you use people's names – I'm being slightly facetious here – but not repeatedly during the same conversation, and not often, when you know someone well.
When you over-use a prospect's name, it becomes a ploy to manipula
Of course you use people's names – I'm being slightly facetious here – but not repeatedly during the same conversation, and not often, when you know someone well.
When you over-use a prospect's name, it becomes a ploy to manipula
d dose combinations are still in the process of convincing regulatory authority on their advantages over the single ingredient formulations.
Combination pro
Combination pro
e them into liking you so you can fantasize that you're their friend, and convince this person that you want or have A RELATIONSHIP.
But it's not true. Hearing their name spoken repeatedly by a stranger makes prospects feel even more detached.
And what about the assumption that they're sitting there, waiting for this call, with nothing else to do but take the call – even if it's a bank they do business with, or a charity they donate to?
What is it
But it's not true. Hearing their name spoken repeatedly by a stranger makes prospects feel even more detached.
And what about the assumption that they're sitting there, waiting for this call, with nothing else to do but take the call – even if it's a bank they do business with, or a charity they donate to?
What is it
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
about a sales call that makes it about the sales person anyway? What makes it about the product? Why is it even about a sale?
Why not make a sales call – even a prospecting call – an aspect of your brand? A way of showing your prospects that you are supporting them and your product, through a collaboration (rather than a sale)?
FEAR OF COLD CALLS
Let me back track for a moment. I've trained many thousands of sales people; I can name on one hand th
Why not make a sales call – even a prospecting call – an aspect of your brand? A way of showing your prospects that you are supporting them and your product, through a collaboration (rather than a sale)?
FEAR OF COLD CALLS
Let me back track for a moment. I've trained many thousands of sales people; I can name on one hand th
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 number of people who have eagerly sought out cold calling (and I'm one of them. I LOVE it – what fun! What a neat way to get to know people!). Why? Because sellers don't want to impose themselves on strangers. Because you believe the prospects don't have the time or care. Because you get rejected. Because your ego says prospects should call you.
But none of that has to be true. Let's look at the pieces, and then proceed to understand how they can
But none of that has to be true. Let's look at the pieces, and then proceed to understand how they can
nation products and maximize the revenues. But the companies involved in this practice are overlooking that they are burdening the patients both economically
ach be mitigated with Buying Facilitation.
Imposing on strangers When you make a call to a stranger (either prospects, or clients who have been handed over to you from a previous sales person) they don't know who you are, naturally, and you have no rapport with them. By definition you are imposing. Additionally, you are placing a call to get something for yourself and actually attempting to take something from them. Whether it's to ‘make them' list
Imposing on strangers When you make a call to a stranger (either prospects, or clients who have been handed over to you from a previous sales person) they don't know who you are, naturally, and you have no rapport with them. By definition you are imposing. Additionally, you are placing a call to get something for yourself and actually attempting to take something from them. Whether it's to ‘make them' list
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
n to you, or buy something from you, or do something for you. It's not like you're calling to give them a million bucks: you want them to do something, like listen to you, or buy from you, or make a change for you in some way. So you want something from this person.
But this person is a stranger. Why should this person give you anything, unless they are already predisposed to want what you have anyway? Remember that before someone does anything (dif
But this person is a stranger. Why should this person give you anything, unless they are already predisposed to want what you have anyway? Remember that before someone does anything (dif
ts. Some of the combination products were well accepted by physicians while others suffered. Companies involved in development of combination products are fi
erent or otherwise) they must make a decision to do it. And all decisions are based on specific, unique, criteria – not information. So all the information in the world that you might have to share is immaterial if the person doesn't know how to decide what to do with it.
Time Your prospect is obviously not sitting next to the phone waiting for a call from you. S/he is doing something. Whatever it is, s/he's doing something. In order to earn the ri
Time Your prospect is obviously not sitting next to the phone waiting for a call from you. S/he is doing something. Whatever it is, s/he's doing something. In order to earn the ri
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
ght to use some of this person's time, you've got to ask for it and announce why you should be using their time. Asking if it's a good time to speak (not the same as saying ‘Do you have a few moments?' – the implication here is, ‘do you have a few moments FOR ME.') will help here.
Rejection Why do you get rejected? Because you're trying to get something from this person that YOU want to get. And they say no.
What does ‘no' do? It causes a Stop Act
Rejection Why do you get rejected? Because you're trying to get something from this person that YOU want to get. And they say no.
What does ‘no' do? It causes a Stop Act
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
on. There is no possibility of forward movement when ‘no' is uttered; the person who is the naysayer holds the power in any relationship.
As long as you continue to attempt to get your needs met from a cold call, attempt to get someone to listen to what you wish to say, try to get someone to buy something – even an idea – you will continue to get rejected by all of those people who don't consciously recognize a need for what you're pushing.
When yo
As long as you continue to attempt to get your needs met from a cold call, attempt to get someone to listen to what you wish to say, try to get someone to buy something – even an idea – you will continue to get rejected by all of those people who don't consciously recognize a need for what you're pushing.
When yo
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
get lucky and receive a positive response, it will be from those who already have determined a need and you then become a commodity. You better have a ‘good price' for those people who will accept your call, because they won't know how else to choose you once you join the ranks of similar suppliers.
USE BUYING FACILITATION TO SUPPORT MUTUAL AGREEMENT
Using Buying Facilitation as the basis for the call won't be to take anything, sell anything, push
USE BUYING FACILITATION TO SUPPORT MUTUAL AGREEMENT
Using Buying Facilitation as the basis for the call won't be to take anything, sell anything, push
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
anything, or even find out anything. Your job is to:
1. support the other person in recognizing if anything is missing in the category your product can support, and if so, how to start the process of designing a solution that will fix their problem (yes, even on a cold call, you can help the prospect begin the process of a complex sale);
2. help them discover their criteria for considering whether it's time to fill in a gap by doing something they
1. support the other person in recognizing if anything is missing in the category your product can support, and if so, how to start the process of designing a solution that will fix their problem (yes, even on a cold call, you can help the prospect begin the process of a complex sale);
2. help them discover their criteria for considering whether it's time to fill in a gap by doing something they
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
haven't done before now.
It's not about you, not about your product, and not about what you're offering. Until or unless a buyer recognizes that what they're doing isn't working, and until they are ready to do something different to fix/change the status quo, nothing you say will be heard. Remember: people do not make decisions based on information.
Using Buying Facilitation, your job is to help people make the necessary decisions that will support
It's not about you, not about your product, and not about what you're offering. Until or unless a buyer recognizes that what they're doing isn't working, and until they are ready to do something different to fix/change the status quo, nothing you say will be heard. Remember: people do not make decisions based on information.
Using Buying Facilitation, your job is to help people make the necessary decisions that will support
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
the change they'd need to go through to do something different from what they're already doing.
Use your cold call to help people decide. And start the call by getting into rapport and inviting people into a collaboration with you:
Caller: “Hello. My name is Sharon Drew Morgen. This is a sales call, and I'm selling sales training. Is this a good time to speak?”
By using this opening, you are telling people who you are and why you're calling, telli
Use your cold call to help people decide. And start the call by getting into rapport and inviting people into a collaboration with you:
Caller: “Hello. My name is Sharon Drew Morgen. This is a sales call, and I'm selling sales training. Is this a good time to speak?”
By using this opening, you are telling people who you are and why you're calling, telli
y and representatives from various regulatory agencies are working out to design the regulatory requirements for manufacture and sale of combination products
ng people you're respectful of their time, letting them know you are an honest person, saying exactly what you're calling for, and not mangling their name (somehow the name you have in front of you is either never the right person or never the right name). And, just something I have found to be true: unless you are calling from a company with a recognized brand name, saying the name of your company is unnecessary – they won't recognize it or remember
.
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
it.
If the person says it's not a good time, ask if there is a better time to call back. Don't try to throw a quick pitch in – just ask if there is a better time. If the person says they have a few minutes, say:
“I appreciate the time. And if the call goes on longer than you have time to complete, we can end whenever it's good for you and pick it up at another time.”
In this way, you are giving the person permission to have control over the call.
If the person says it's not a good time, ask if there is a better time to call back. Don't try to throw a quick pitch in – just ask if there is a better time. If the person says they have a few minutes, say:
“I appreciate the time. And if the call goes on longer than you have time to complete, we can end whenever it's good for you and pick it up at another time.”
In this way, you are giving the person permission to have control over the call.
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
fter all, they're in control anyway. By using this opening - actually, it's the first step in the Buying Facilitation Method® - you will have already dealt with the time and imposition issues, and the rejection won't be about you.
And remember: make your call about helping them make discoveries and decisions. Don't use your time to push anything. Otherwise, you're wasting a great opportunity to find a new client and introduce your brand of integrity
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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