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If it were easy to find prospects and get them to buy, there would be no need for sales professionals; thus, it stands to reason that the primary need for sales people within a company is to contact prospects and conv

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

ert them into clients. The problem? Most sales professionals fear making sales calls, which ultimately leads to several or all of seven costly stalling methods.

There are plenty of programs designed to assist sal

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

Examples of combination products may in

es professionals overcome their sales call anxiety with better sales approaches and scripts, but few get to the heart of the problem — showing how to get past a little inner critic that continually tricks one into any of

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

the following stalling tactics:

1. Waiting for the right time to call

Sales professionals constantly find reasons why now isn’t a good time to call — it’s too early in the morning, it’s too close to lunch, 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

s too close to closing time, it’s the day before a holiday, it’s a holiday, it’s the day after a holiday. They even convince themselves that there’s no use calling prospects, when it's 20-30 minutes before an event or

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

Combination pro

meeting. They justify that they'll just get into the swing of things, when it will be time to go.

2. Preparing the perfect script
It’s hard to argue that carefully chosen words don’t stand a better chance

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

than “shooting from the hip.” However, too often sales professionals spend their time crafting and re-crafting a script, instead of using their telephone to connect with and listen to their prospects, as a means to dev

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

lop the most effective script.

3. Organizing

Sales professionals are often found cleaning their desks, devising the perfect calling regimen, and arranging a superb filing system, convincing themselves that they

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

need to be really organized to handle all the new business that prospecting will generate. Instead of using their prime time to make prospecting calls, they spend time getting ready to make prospecting calls.

4. B

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

ecoming a training junkie

“The trained will always do more than the untrained” is a great philosophy to hide behind, when one feels too uncomfortable to make prospecting calls. In lieu of making prospecting calls,

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

sales professionals attend the newest sales seminar or read the latest sales book on prospecting, with the hope of discovering how to end the sales call anxiety they feel.

5. Finding more important things to do

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

Following aspects would a

Sales professionals almost always justify doing any other task before making those prospecting calls — checking email, brainstorming with coworkers, keeping in touch with current customers, attending networking meetings

dd to the challenges in developing combination products:

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

, etc.

6. Waiting for the prospect to call back

If it only required one call to get prospects calling back to become clients, many companies wouldn’t bother hiring a sales force. Waiting for a prospect to call

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

back, after leaving a message or two is simply an excuse not to call, which only prevents the selling process from advancing.

7. Affirming that everyone hates pushy sales people

Many sales professionals will d

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

anything to avoid being considered just another pushy sales person, even if it means never picking up the telephone to call a prospect. In the attempt to escape being “pushy,” they actually avoid making calls at all.

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

Making any of the above common stalling mistakes simply means that one experiences what most sales professionals experience. The best way to break free of these costly stalling mistakes is to stop waiting for a magic pa

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

Professional from academic institutions, pharmaceutical industries, health care indust

nacea to end all sales call anxiety.

Placing focus on sales call anxiety only increases it. Almost all sales professionals relate to the little inner critic that nags at them to go get a cup of coffee before making tha

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

t first prospecting call, or to get better prepared by first attending a sales seminar. They know what it feels like to be busy all day long but never doing what they originally set out to do -- call their prospects!

T

.

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

he problem is that sales people are waiting for that perfect time, when they have overcome sales call reluctance. However, the key is to move the focus from call reluctance to call willingness. Instead of mindlessly ob

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

Companies that provide selfless information through particip

eying the inner critic that tells one to wait, sales professionals must learn to counteract it by seizing the phone. Then the process of moving from call reluctance to call willingness becomes far easier than one thinks

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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For most of us, the start of a new year is a time of reflection. A review of the year gone by and an opportunity to set goals for the year ahead. Intentions are good and motivation is high. The challenge lies in the predictable loss of steam that ensues as we move past the holiday season and back into our workaday lives. Here are some strategies to assist you in seeing those New Year's goals and resolutions come to life.

Infosnacking was declared word of the year for 2005 by Webster’s New World College Dictionary. If you are reading this article while at work, and it is not research for your company or related to your job in some way, then you are officially infosnacking. Dang, we use to just call it ‘screwing the dog’, but guess that is no longer Politically Correct. Infosnacking is defined as using the internet, on company time, to check your email, read the news, peruse the sports scores or a myriad of other internet related time stealers.

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