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Just Other Articles - Extra - Ordinary Prospecting - Qualify First
The worst thing you can ever do as a Sales Person is try and sell your product or service over the phone or face to face without qualifying
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
the decision maker first. If your not a telemarketer don't go into a sales pitch over the phone. The best presentation you can do is when yo
; 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
u have done your homework and prepared thoroughly for the call.
If you had door knocked or met someone who could be interested in your prod
If you had door knocked or met someone who could be interested in your prod
lude drug-coated devices, drugs packaged with delivery devices in medical kits, and drugs and devices packaged separately but intended to be used together.
uct or service, don't just give your spiel then and there. It is like fishing, you need to give them some incentives to bite. You need that
here is enormous increase in the number of combination products entering the market in the recent years. Combination products have proven advantages but fixe
carrot. The carrot is a few questions that gain interest in what you want to promote. In the late 1960's an article was written concerning s
d dose combinations are still in the process of convincing regulatory authority on their advantages over the single ingredient formulations.
Combination pro
Combination pro
ome ideas that the psychologist Albert Mehrebian had stated.
He suggested that: 55% of the impression that we make on others is determined
He suggested that: 55% of the impression that we make on others is determined
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
by what they see. This included appearance, eye contact, colouring, body language, facial expressions and. posture, 38% of the impression we
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
make on others is determined by what they hear. That is, the tone and pitch of the voice, clarity of speech, the pace and use of pause and
nation products and maximize the revenues. But the companies involved in this practice are overlooking that they are burdening the patients both economically
accent. 7% of the impression that we make on others is determined by the words they hear.
If you are just presenting your ideas over the ph
If you are just presenting your ideas over the ph
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
one you are effectively knocking out the visual side of communication. I am sure you would agree, you only get one shot at presenting your i
ts. Some of the combination products were well accepted by physicians while others suffered. Companies involved in development of combination products are fi
dea. Don't you think it is important that you present it with the best resources and atmosphere you can? The use of body language is very im
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
portant, the way you walk, posture, handshake etc. It all counts.
Prepare ~ Prepare ~ Prepare
Prospecting is not a Sales Call. Prospec
Prepare ~ Prepare ~ Prepare
Prospecting is not a Sales Call. Prospec
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
ting is about qualifying whether or not the person is suitable for your products and services. Don't get caught with fool's gold because you
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
didn't check before proceeding to the jeweller. Test the validity of your potential buyer, are they in the position to make a purchase now.
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
They may be right for your product and service however not straight away. Don't waste time in a long presentation without qualifying them f
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
irst effectively. It is always better to know that before you get out there. If you are going door to door still take the time and come back
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
later with all your information and equipment.
When you are calling on leads, it is far better to stay focused and keep going with the cal
When you are calling on leads, it is far better to stay focused and keep going with the cal
y and representatives from various regulatory agencies are working out to design the regulatory requirements for manufacture and sale of combination products
ls, rather than stalling and going in to a presentation of the cuff. Don't be desperate. You will look it if you seem to keen. Keep the mome
.
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
ntum going and get on with the next call. Don't go straight into selling without taking the time to prepare thoroughly. You may have only 1
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
shot at a sale so don't blow it by not taking the time and preparing effectively.
This is an oldie but a goodie-Fail to plan, Plan to Fail.
This is an oldie but a goodie-Fail to plan, Plan to Fail.
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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