Useful Advices - Business

Asking The Best Sales Questions

Effective questioning is a critical sales skill for several

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

reasons. First, our recent research shows that there is a direct correlation between the success

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

Examples of combination products may in

f a sales call and the type of questions that the salesperson uses. On average, failed sales calls

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

include 86% more close-ended questions than open-ended questions.

Successful Sales Calls Ha

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

e 25% More Open-Ended Questions.

Second, your questions help customers make their first k

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

Combination pro

y buying decision, which is whether to buy you, the salesperson. Questions build rapport and demon

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

trate your interest in the customer. They uncover information about the customer's needs, who to c

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

ll on, the decision-making time-frame, your competition and how the customer will make a decision.

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

When you ask the "best" questions, customers will view you as a consultant with their best interest

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

in mind.

Third, questions help you manage the sales call. You can control the conversation and d

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

fferentiate yourself from competitors by being the best listener.

But merely asking questions isn'

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

Following aspects would a

t enough. You need to ask "The Best Sales Questions." For example, asking questions that draw out

dd to the challenges in developing combination products:

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

needs for your product's strengths can position you as the best or only solution for the customer's

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

needs.

Sales Skills - In The Field

Asking "The Best Sales Questions" allows you to uncover

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

your customer's real needs and meet them with the right solution. A sales representative from WESC

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

International, Inc., a $4 billion electrical equipment provider, used the Action Selling™ process

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

Professional from academic institutions, pharmaceutical industries, health care indust

o do just that.

Great questions helped the sales rep land a new account on the first call. By zer

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

ing in on the key needs behind a contractor's stated requirements, he was able to craft a bid that

.

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

atched those needs exactly. He won the business (a $77,000 order) and opened the door for future o

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

Companies that provide selfless information through particip

portunities.

Contact The Sales Board to learn more about Sales Skills Effectiveness 1-800-232-3485

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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