Just Other Articles

When we describe our BLITZ CALL® prospecting system one of the phrases we use is that it is repeatable. We feel that any system for prospecting that you use should be something that

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

is repeatable.

Sales professionals always ask me why? In this age of creativity and spontaneity, wouldn't any system that is repetitious become boring or monotonous?

Not really.

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

Examples of combination products may in

First of all, we sales people are not really very creative.

•Secondly, spontaneity is fun for parties and social atherings, but it seldom benefits sales situations.

•Thirdly, the v

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

alue of doing something over and over begins to show value very quickly.

When we teach prospecting we literally have the participants learn a 5-7 sentence Script! They practice it

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

ver and over so it is memorized.

We feel there are a lot of benefits to doing this.

•As a sales professional you are fully prepared to make a prospecting call at any time without h

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

Combination pro

ving to prepare, therefore, you will prospect more often.

•Also, when you have a memorized presentation, you don't have to think about what you are going to say next, therefore, you

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

can pay attention to what the prospect is saying and doing.

•With a memorized presentation you will customize each one by the inflection, pause, and speed of delivery you use, so i

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

will never seem monotone.

Think of the alternatives. If you don't prepare your prospecting wording before making the calls what can happen.

•You may not prospect at all, in which

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

case you won't have to worry about being monotone or boring. You will need to prepare your resume', however.

•Or you will create your words extemporaneously. I have worked with

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

iterally hundreds of sales people in the field, none were good extemporaneous prospectors, despite what they claimed. At least most admitted it after a few attempts.

One of the big

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

est errors I see when a sales person prospects "unprepared" is they introduce themselves and then ask a question such as, "how are you?" This is nearly always death on a prospecting

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

Following aspects would a

call. Think about it. You are unexpected and interrupting the prospect's day. When you ask that question, what are you doing? Giving the prospect the opportunity to simply say,

dd to the challenges in developing combination products:

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

I am really busy." Good bye!

We like to go right into and out of our BLITZ CALL before allowing the prospect to say anything. It only takes me 35 seconds to say. I have done this in

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

virtually every major city in North America in a wide variety of industries to all sized companies, so I know that it works.

One thing that many of our graduates tell us is that t

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

e 3rd sentence (" I know you weren't expecting me so I won't take any of your time...") seems to relax the prospect and eliminate the defenses.

This makes the entire process more c

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

mfortable for both you and the prospect.

When you have a prospecting method that is well prepared and rehearsed you will begin to do it very very well. And, ironically, the better

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

Professional from academic institutions, pharmaceutical industries, health care indust

you get, the less you will have to do it, since you will become more successful with every new call.

Remember, if anyone says that they will not do "canned presentations" remind the

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

that we in the US spent $20 Billion on canned presentations last year. We call them TV and Movies. We see actors saying words they didn't write, playing roles that aren't their li

.

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

ves.

If we can be entertained like that, why shouldn't we try to bring our skills up to that level? After all, we write the words and it really is our life.

So as you prepare to m

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

Companies that provide selfless information through particip

tion in industry events and feedback to regulatory authorities would be able to face the challenges and will be successful in developing combination products

HTTP = HTML link (for blogs, profiles,phorums):
<a href="http://www.justotherarticles.org.ua/article/38688/justotherarticles-Prospecting--The-Importance-of-Repetition-2.html">Prospecting - The Importance of Repetition #2</a>

BB link (for phorums):
[url=http://www.justotherarticles.org.ua/article/38688/justotherarticles-Prospecting--The-Importance-of-Repetition-2.html]Prospecting - The Importance of Repetition #2[/url]

Most of the advertising, even those submitted by major US advertisers, demonstrated how much they are 'out of it'. One thing I noticed to be common among virtually all the ads shown at this Superbowl was the seeming inability of the Advertisers and Ad Agencies, to distinguish between these two kinds of advertising. I will illustrate this point with the following examples that came somewhat toward sound share-increasing advertising, but stopped well short of being really good commercials, for one deficiency or another.

Its a ubiquitous term, vague even. Lets tune in, to understand for real what an entrepreneur is...

Activity is the key to obtaining leads in any sales industry. Sitting idle will get you no where except hungry and out of a job.

Tags

Links

Just Other Articles - Prospecting - The Importance of Repetition #2

Related Articles: