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After years of coaching sales and business people in a wide variety of industries, there is one thing that stands out as an important differentiating factor between those that have average success and those that consistently soar. It is not enough t

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

o go on appointments, send out fancy packets and pass your card around. You have to be willing to become masterful at using the phone. Phone mastery is an important business skill like any other. No matter how good you already are you can always i

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

Examples of combination products may in

prove. Review these "quick tips" for making every call count and next time you make some calls you will be more successful.

Psyche Yourself Up
Do not simply locate the masterful the number and begin to dial. Visualize the result you want befor

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

e each call. See the person picking up the phone, saying how glad they are to hear from you.

Preplan Your Points to Make
You do not n need to script every word you want to say. If you do you will sound like those telemarketers that call you duri

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

g dinner. Instead, jot down key words that remind you of the points you want to make. Keep your desired outcome from the call in mind.

Smile
Smile. Some phone experts suggest putting a mirror in front of you so you can see yourself smiling. If

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

Combination pro

you are listening to someone on the phone, you can always tell if they are smiling, they sound different, better, more inviting.

Ask for Agreement to Talk
Most people hate to be called by someone who starts a spiel as soon as the phone is pic

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

ed up. Once you reach your party, state your name, why you are calling, and ask if they have a minute to talk. If they say no, ask when would be a good time to call back. Make sure you call back at that time. If you do, they will gladly give you the

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

ir attention.

Read The Level of Rapport
You want to build rapport with the person you are speaking to. Some people play "Relationship Geography" asking people questions to try and find a person they know in common. This is fine if the person is

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

friendly, interested and has time to spare. Other people find this intrusive and frustrating. You have to be able to gauge the level of warmth, interest and enthusiasm of the person and match that level, plus just a bit more. If they seem stoic, 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

e a bit warmer than stoic. If they are enthusiastic be a bit more enthusiastic.

Be Brief
In order to hold the attention of the listener and keep them engaged, speak in short sentences. Do not use a marketing monologue.

Be Benefit Focused
W

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

at ever you say it has to matter to your potential customer and it has to be of benefit to him/her. Think client-centered rather than self - centered.

Open Ended Questions
Ask questions to help you identify how to better serve each potential cu

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

Following aspects would a

stomer. Avoid yes/no questions ask open-ended questions that require an explanation for an answer. For example instead of asking how long have you been using product X, ask what has been the most valuable benefit of using product X.

Ask Questions t

dd to the challenges in developing combination products:

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

at Identify Challenges
Your job is to solve the client’s challenges, make the client's life easier, or make their business more profitable. Ask what are the biggest problems they are facing in their business, and figure out how to address those

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

challenges. If you can do that, you will have many loyal customers.

Ask for What You Want
Do not hang up the phone before you asking for what you want. Even if you think you will not get it, ask anyway. You may be pleasantly surprised with th

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

answer. If you do this consistently and you are making enough calls, eventually you will be successful.

Use An Accent to Your Advantage
If you have an accent and have mastered the other tips discussed here, use your accent to your advantage. Pe

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

ople with accents sound appealing, and people like to listen to them. If they ask you about your accent, use it as an opportunity to ask them about themselves and build rapport.

Call When You Said You Would
Make sure you call exactly when you

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

Professional from academic institutions, pharmaceutical industries, health care indust

aid you would. Even though your potential client may not remember when you said you would call back, by doing so, you create urgency and trust.

Follow-up Immediately
If you have agreed to send out information or fax over a registration form do

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

it immediately. This also creates urgency, if you are urgent the potential client may also respond urgently allowing you to get your goal sooner.

Track Your Calls
Set a goal for yourself every week and decide how many calls you are going to m

.

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

ke. Estimate how long it will take you to make that many calls and block the time on your schedule. Act as if it was an appointment with a client, the call time you set aside to develop new clients must be viewed as very important.

Pick Up The Rece

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

Companies that provide selfless information through particip

iver
The more you do call the easier it gets. The more you do call the better you get. The better you get the better the results. The only way to get masterful at using the phone is to use the phone and apply these tips to make every call count

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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Chances are that in today's volatile world of work, you may one day be let go, downsized or made redundant. You can wait for the moment to blindside you, sending you into despair and frustration. Or you can prepare for it, even anticipate it, and use that moment as a turning point for your future.

A joint venture is when two or more businesses join together to work on a project for a set period of time. Doing joint ventures with other businesses can increase your chances of beating your competition, increase your sales and increase your profits quickly.

What do women want that's different to what men want? What criteria do women use when making a buying decision and why should you be interested in marketing to women anyway?

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