Useful Advices - Business

PART 1:

Most Prospects we call on have already been called by many other Salespeople. Unfortunately they've also been a

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

sked the same basic Qualifying Questions many times before. If you appreciate that most people are creatures of habit, 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

ou’ll understand that most of these Prospect have developed Scripted Answers to these Scripted Questions. Unfortunately t

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

hese Answers aren't always the whole truth and nothing but the truth especially if you accept their first response. A gr

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

eat Tip to get these Prospects off of their Script (plus help us to become a better listener) is to start using C

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

Combination pro

ontinuation Phrases. As soon as the Prospect is done answering each Question, immediately say: "Go on"<

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

/strong> or"Please continue" or"And then what happened" or "Tell me more"
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
ng> This will get them off of their Script and requires that they explain, justify and/or enhance their initial response.
nation products and maximize the revenues. But the companies involved in this practice are overlooking that they are burdening the patients both economically
The odds are that whatever they say next is usually much closer to the truth than their first answer or comment. This
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
is also a great Technique to use with the “Whales”. These are people with extremely deep pockets that normally “Hold the
ts. Some of the combination products were well accepted by physicians while others suffered. Companies involved in development of combination products are fi
ir Cards close to their Chest”. In other words they give you very short 1 or 2 word responses which makes it difficult t
ding difficulty in defining their combination products and facing various challenges from selecting a combination to marketing it.

Following aspects would a
o properly Qualify them The use of Continuation Phrases gets them to open up and become more talkative.

PART 2:

In Sel
dd to the challenges in developing combination products:

Which markets to tap where the combination products can do fairly well?
Which combination prod
ling 101 we learned about Open and Closed End Questions. Although Open Questions are better than Closed, there is a bett
cts are meaningful and rational?
Which therapeutic categories to select?
Which Combinations can address unmet needs of the patients?
Do combin
er and more effective way to gather information. You see if we need to find out 5 to 10 things during Qualifying, it can
tions increase the patient compliance?
What would be the developing cost?
How to tackle the risks encountered during combination product developmen
end up sounding like a FBI interrogation with one Question after another. After all, Question have a tendency to pry, pr
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
od, and probe and can be very irritating. Instead, the Super Stars use Instructional Statements. They a
ping new procedures for reviewing their safety, efficacy and quality.

Professional from academic institutions, pharmaceutical industries, health care indust
re actually direct Orders however they come across as much more conversational and much less confrontational. Start usin
y and representatives from various regulatory agencies are working out to design the regulatory requirements for manufacture and sale of combination products
g;"Tell me about . . ." or"Bring me up to date on . . ." or"Share with me how .
.

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
. ." You’ll be pleasantly surprised to learn to both you and your Prospect will start to enjoy the Qualifying
elopment. They need to be wiser in analyzing the market trends and the regulatory requirements.

Companies that provide selfless information through particip
process a whole lot more, plus you’ll start gathering more and better information in order to be able to fill their needs

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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Useful Advices - Continuation Phrases Cough up Cash and The Ultimate in Qualifying

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