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“Show me the proof!” “Show me I’m not alone!” This is the mantra of so many prospects. Every sales person should make it their top resolution

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

for 2006 to get more testimonials about the company that they work for and testimonials about themselves.

Here are some guidelines for creatin

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

Examples of combination products may in

testimonial requests that will help you sell more, build trust, and establish your credibility better than anything you say about yourself:

1)

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

Make a list of all your clients. Rank them based on the services or products that you provided and the results of those services. All companie

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

have horror stories – include the clients that you were able to turn around and make happy.

2) Try to think of any comments that were said to

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

Combination pro

you that were complimentary. Compliments are just the start to get you going.

3) Even better, try to think of any comments that were said to y

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

u that showed a tangible, net result that would sell your prospects on what you can deliver to them.

4) Make the most promising clients your ta

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

get.

5) When contacting your clients, help paint the picture that brings them back to that warm fuzzy feeling. Case in point, “Joe, I remember

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 were stressed that your salespeople weren’t hitting their numbers. We were able to suggest and then implement some points of action th

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

at lead to your appointment/sales volume increase. Do you remember that? Well that’s the feeling most of my prospects have before they work wi

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

h me and I think it would be helpful for them to see that we can help them.”

6) Think about your 5 most common selling objections. Did any of

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

Following aspects would a

our clients say something that will help you overcome a prospects resistance to do business with you in the future? Think of ways to help them

dd to the challenges in developing combination products:

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

ay a closing statement about your product or service.

7) Make sure they use their own words. They may not say exactly what you think they shou

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

ld say, but resist the temptation to edit what they say - it will be 100 times more believable when a prospect reads it.

8) If you have to, giv

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

them an incentive with something that you know they would like to get in return for their testimonial.

9) Make it clear that you intend to use

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

their testimonial in your marketing materials and get a signature that they give you full rights to their comments without any compensation. Ge

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

Professional from academic institutions, pharmaceutical industries, health care indust

the legal department’s blessing on this one.

10) Testimonials mean nothing and can actually hurt your credibility if you don’t provide a real

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

person (full name), title and company name. Using a testimonial that says it's from Scott D. from Chicago, or A Major Manufacturing Company doe

.

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

n't fool anyone. It's better not to use a testimonial like that at all.

Testimonials are your best sales people. Learn how to get them and ho

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

Companies that provide selfless information through particip

to use them to your business advantage.

Part 2 will cover how to set up the request and provide an example of a successful testimonial request

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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The sale of fundraising cookies can be very successful. It is fun for the volunteer and beneficial to the generous person buying the fundrasing cookies to support the chosen charity.

Search terms related to fundraising and business show a major difference between interest in ideas and interest in plans. This may indicate that people are not engaged in strategic planning for nonprofit organizations. Business, on the other hand, shows more interest in planning.

One of the best lessons I have learned is the impact and importance of leadership. It is so easy to identify dysfunctional leadership in a company (or of a governmental entity!). Many times, the common misconception is that the executives in the “ivory tower” sit around and relax, while the “workers” do all the work.

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