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In a face-to-face sales presentation, prospects inevitably have certain objections or fears about buying a particular product or service, AND/

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

OR about selecting the most qualified supplier.

A skilled salesperson is a master at overcoming these objections. The challenge is, when you

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

Examples of combination products may in

write copy you don't have the luxury of knowing how people are feeling about your sales message. With that, it's important to overcome any obj

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

ections in your copy, in advance, before they get to the end.

You see, as soon as someone starts reading your communications material that li

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

tle voice inside their head becomes skeptical - skeptical of things like:

* the results promised

* not having enough equipment or tools to h

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

Combination pro

elp them achieve their needs

* getting the order wrong

* always run out of stock

* no follow up service

* staff don't know what they are t

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

alking about

* always miss appointments

* late delivery

* product doesn't work

* poor quality finish

* never return phone calls

* always

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

leave a mess behind

* make costly mistakes that cost clients money or inconvenience them

* suck in customers with false promises

* hide te

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

ms and conditions

* staff talk on the phone while you're waiting to be served

* make hollow promises

* over promise and under deliver

* ch

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

arge too much

* don't have convenient payment terms

* no parking

* treat them like a number

* don't understand their needs

* do a poor qu

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

ality job

* never arrive on time

* product too hard to operate

* service is unreliable ... and the list goes on.

There are a variety of wa

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

Following aspects would a

ys you can overcome objections ... the right solution depends on the type of copy you're writing.

For instance, in a proposal document or an

dd to the challenges in developing combination products:

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

nline sales letter you might have a "Frequently Asked Questions" section to address objections. In a proposal document you might also have a s

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

ection entitled ...

"xx Challenges Companies Face When Choosing a [service/product] Supplier"

OR

"xx Factors that Will Affect Your Results"

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

Then, next to each frustration or potential challenge explain what the potential impact is and then how your company ensures that won't happ

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

en to them.

Here's an example of how to wipe out a quality objection in a sales letter.

By now you may be thinking to yourself, 'how can the

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

Professional from academic institutions, pharmaceutical industries, health care indust

offer such great quality for the price'?

Quite simple really ...

Or, let's say they are looking for a plumber and their perception is that

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

plumbers are unreliable.

On-time ... No waiting.

There's nothing worse than taking half a day off work to wait for a tradie and they just do

.

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 show up. Here at Perfect Plumbers we always give you an exact appointment time and if we ever run late we always call to let you know ...

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

Companies that provide selfless information through particip

always.

For dozens more marketing tips and a free copy of Scientific Advetising by Claude Hopkins simply go to http://www.wordsthatsell.com.a

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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