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Great businesses have great sales people. These companies employ a proven sales process that delivers customers after cus

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

tomers.

No matter the sales process, great sales people know how to gain as much information about prospects as possible

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

Examples of combination products may in

Some call this behavior fact finding while others call it discovering the pain. No matter what you call it, this

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

basic selling skill of fact finding is critical to the success of any business. These 7 fact finding tips may hel

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

you to increase sales and improve your overall sales skills:

Revisit the strategic plan – Reviewing th

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

Combination pro

strategic plan will determine your target audience and may provide some existing data specific to industry trends, compe

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

tition, etc.

Perform the Preliminary Research – Take the time to investigate the company before any face

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

to face meetings. The Internet along with personal contacts provide excellent ways to learn more about your prospect.

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

Employ a Sales Process – Fact finding does not usually happen during the first meeting with a prospect. Do

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

not violate the sales process. Remember to secure agreement

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

> before proceeding to the next step in the process.

Construct a Questioning Plan – Fact finding is the

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

Following aspects would a

outstanding use of planned questions. These questions build upon each other. Make sure you have a questioning plan of ac

dd to the challenges in developing combination products:

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

ion.

Engage through Open Ended Questions – The use of close ended questions where the response is No or Y

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

es does not help as much as open ended questions. Sometimes close ended questions are necessary, but the majority of your

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

questions should be open-ended allowing the prospect to talk, to talk and to talk.

Keep an Open Mind – D

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

ring the fact finding process, do not make the fatal mistake of already knowing what the client needs. Come to the meeti

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

Professional from academic institutions, pharmaceutical industries, health care indust

ng with an open mind and let the facts direct the solution.

Remember Telling is Not Selling – Fact findi

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

g is also about listening. When you are telling about yourself, your company or your products and services, you are trul

.

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

y not selling. As the old adage goes: "If we were supposed to talk more than to listen, we would have 2 mouths instea

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

Companies that provide selfless information through particip

of just one."

Exceptional fact finding will improve your sales skills and ultimately your closing sales skills

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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