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While the title insurance industry continues to streamline its technology with instant title searches and better transaction management platforms, there’s one simple gadget that remains a powerful tool: It’s the telephone.

Today, many title agents,

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

real estate agents and lenders are indicating a preference for telephone sales calls over face-to-face interactions, according to Renee Walkup, president of SalesPeak Inc. and a leading speaker and business consultant.

During the 2007 ALTA Tech Foru

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

Examples of combination products may in

on April 24 in Denver, Walkup shared several tips title agents can employ while using the telephone to close more business.

“Some business people are more receptive to answering sales calls during certain times of the day,” Walkup said. “Discover w

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

hen that is in your industry and plan accordingly. Also, keep in mind when customers go to lunch. For example, in the Northeast, people usually take lunch from 1 to 2 p.m. In the Southwest, noon to one is the preferred time. Make good use of before a

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

d after hours calls, too. Customers answer their phones and are more receptive to conducting business when the office is quieter.”

Here are some more tips Walkup suggests:

ENGAGING YOUR CUSTOMER: Make an immediate judgment on the customer’s

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

Combination pro

personality style. If the person has high energy, match their style by talking faster, getting to the point without adding extraneous details, and put power into your voice by standing up. If the customer sounds more methodical and detailed, you may

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

eed to slow down, pace yourself more carefully, and add detailed information to the call. Matching the customer’s buyer style will serve you well by establishing quick rapport — increasing your likelihood of closing the sale.

LISTEN CAREFULLY

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

: Again, keeping in mind the personality type, actively listening to the customer’s outgoing voice mail message sends numerous messages about what type of person they are. Leave a message that mirrors their style and you’ll be much more likely to rec

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

ive a call back.

EMPLOY A FIVE STEP SALES PROCESS: Welcome the customer through your introduction or referral, ask open ended needs-based questions, present your offerings, negotiate and handle objections, then close the call. Using this proc

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

ess — whether it’s the first call or the 12 call on the customer — provides you with a methodology that works in every situation.

PRESENT YOUR BEST VOICE AND PRESENCE: On the telephone, 93 percent of your communication is in your tone of voic

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

. That means you have to concentrate on your tone 100 percent of the time. Being tired, stressed or hurried will come through in your voice unless you know how to control your tone to sound enthusiastic, energetic and interested in your customer’s ne

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

Following aspects would a

eds.

HELP YOUR CUSTOMER: Communicate that you truly care about your customer’s problems and concerns. Assist the customer in making the right buying decision for their particular situation. Your true concern will come through in your voice an

dd to the challenges in developing combination products:

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

will result in more closed sales.

ORGANIZE YOUR CALL: Have a call plan before dialing out. Know what you are going to discuss with the customer, how you want to sound and what goals you want to accomplish in the call before you pick up the p

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

hone.

NEGOTIATE A BETTER CALL TIME: If it sounds like it’s an inconvenient time to talk with a customer, then you are probably right. A hurried, frazzled or stressed customer can’t be engaged with an open mind. Arrange for a better time to ha

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

e a quality sales conversation. Then the likelihood of your closing the sale will increase 20-fold.

SEND A CARING MESSAGE: Your customer can read your tone, so they can hear if you have a canned speech or memorized script that you are followi

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

ng. Make sure that you show concern, empathy and sincere desire to assist them.

ALLOW YOUR CUSTOMER TO TALK: Assuming you know what the customer wants is presumptuous. Engage the customer to find out about them. Ask good quality questions to

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

Professional from academic institutions, pharmaceutical industries, health care indust

et the customer talking. Listen carefully not only to their words, but their tone, as well.

LEAD THE CUSTOMER: By using the five-step sales process, the customer will follow your path to answering you questions and listening to your presentat

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

ion. It’s just like a dance. Make sure you are leading.

ENJOY THE INTERACTION: Have some fun with your calls. Selling is an exciting profession as well as a gratifying one. Where else can you build long-term relationships, solve people’s prob

.

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

ems and make good money while doing it? People like to do business with those who enjoy their work.

SIMPLIFY THE PROCESS: By making it easy for your customer to buy, you are shortening the sales cycle, reducing stress and freeing up time to s

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

Companies that provide selfless information through particip

ell to another prospect. Figure out ways you can cut time by faxing or e-mailing contracts along with the proposal, providing materials to customers in anticipation of their needs, communicating follow-up plans and streamlining the complicated proces

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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Employee retention and motivation…why should employers care? A storm is brewing. National productivity was up 3.9% in the second quarter and 1.9% in the third quarter of 2004. At the same time, the unemployment rate was up 5.5% in October 2004. “Productivity is up, but fewer people are doing more,” said Jennifer Loftus, SPHR, CCP, CBP, GRP, and National Director of HR consulting firm, Astron Solutions. “In addition, the number of 25-34 year old workers will decline by 2.7 million by 2008, resulting in a predicted shortage of 10 million workers within the next ten years.”

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