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According to the experts who conduct sales coaching and sales training courses, most of the sales objections take place when a sales rep has failed to show to the client the usefulness of t

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

he product. Overcoming these objections is a very important lesson for a sales rep. It is important to remember that the customer may not always give the actual reason for objecting to the

; or drug, device, and biological product and fixed dose combination would include two or more combinations of drug.

Examples of combination products may in

sale. Sometimes it is actually the customer wants to know more about the product and so puts forward objections to know more about it. Even the customer may not realize this, but a good rep

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

can make it out.

Sales coaching and sales training courses can show the different strategies of dealing with the objections. Here are some strategies to do that.

1. Establish trust. This

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

of course has to be mutual. If you have established trust then the client is also going to have confidence in you. Make the client understand that you are the expert as far as the product i

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

Combination pro

concerned. In the process if you are able to make friends with the client, even better. But, it is not absolutely necessary. It is enough if you gain their confidence and trust.

2. Be pat

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

ient. Always listen carefully to any objection that is being raised. Analyze it. Is it actually an objection or is it just a ploy to delay the deal? Most often if it is an objection, the cl

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

ient is going to repeat it. You can clarify by asking questions starting with “Don’t you really mean…” or something like that.

3. Confirm with the client if it is the only objection. Don’t

nation products and maximize the revenues. But the companies involved in this practice are overlooking that they are burdening the patients both economically

ask it outright but, instead you can ask something like “Is this the only reason you won’t buy from our company?” If they have other objections they will come out with it.

4. Confirm the s

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

ame thing again. You can reword the question to ask the same thing again. For instance you can ask “In other words, if it weren't for the price, you'd buy my service. Is that true?”

5. Whe

ts. Some of the combination products were well accepted by physicians while others suffered. Companies involved in development of combination products are fi

you are asking the question, ask it in such a way that you give the solution to the objection. They should not feel that there is no way around the objection. For example if the objection

ding difficulty in defining their combination products and facing various challenges from selecting a combination to marketing it.

Following aspects would a

for the warrantee you can ask “So if I were able to get you a longer warrantee, would that be enough for you to make a decision?”

6. The objection should be solved in such a way as to reso

dd to the challenges in developing combination products:

Which markets to tap where the combination products can do fairly well?
Which combination prod

lve the whole issue for once and all. You can pull out all the stops here. If you have testimonial letters or competitive comparison charts or special offer then, this is the time to bring

cts are meaningful and rational?
Which therapeutic categories to select?
Which Combinations can address unmet needs of the patients?
Do combin

hem out.

7. Remember, now is the time to demonstrate the value of your product, list comparisons and show the benefits. If you cannot clarify the doubts of the client in a way that sets yo

tions increase the patient compliance?
What would be the developing cost?
How to tackle the risks encountered during combination product developmen

u apart from the other, you will never be able to close this sale. For that matter you will not get the confidence to close any other sale.

8. Ask a closing question or communicate in a sp

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

culative way. Ask a question, the answer to which confirms the sale. “If I could do X, Y or Z , would you give me your order ?” is the classic model for a close.

9. Narrate similar inciden

ping new procedures for reviewing their safety, efficacy and quality.

Professional from academic institutions, pharmaceutical industries, health care indust

ts that took place. It might have happened to you or might be another sales person. People always find comfort in knowing that others have gone through the same fate and if these people are

y and representatives from various regulatory agencies are working out to design the regulatory requirements for manufacture and sale of combination products

known to your clients, even better.

10. Once all the objections have been resolved successfully, get the order in writing as much as possible. For this you can ask questions like “When do

.

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 want it delivered?” or “When is the best day to begin”.

Product knowledge, creativity, ingenuity, sales tools, and confidence in yourself, your product, and your company must all some

elopment. They need to be wiser in analyzing the market trends and the regulatory requirements.

Companies that provide selfless information through particip

together if you are to overcome sales objections and close the sale. You have to combine technique with honesty and conviction to get the prospect to resolve any lingering doubt or conflict

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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