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I’ve been doing a cold calling campaign to increase my consulting business and to refine

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

my training materials, and it’s nothing less than exhilarating.

You might wonder why s

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

Examples of combination products may in

meone like me, a best selling author of classic titles such as YOU CAN SELL ANYTHING BY

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

ELEPHONE! and REACH OUT & SELL SOMEONE would bother making his own calls.

Practice make

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

me better, I can tell you that.

Moreover, when I immerse myself in cold calling, my sc

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

Combination pro

ipting abilities soar.

Let me give you an example.

Today, I resolved to cut to the cha

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

e and to boil down to one question, my pitch to sales managers and VP’s of marketing:

D

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

YOU CARE?

You know all about needs-based, consultative selling which owes its power to

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

probing, to asking questions. The problem with it is it forces us to try to be too darne

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

clever.

Who can come up with four or five brilliant questions that lead prospects merr

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

ly down the garden path?

And which prospects, I mean today’s prospects, which of them h

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

Following aspects would a

s the patience to be led into such a nice verbal trap?

No, my friend, we’re lucky to be

dd to the challenges in developing combination products:

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

able to articulate one great probe: what I term, a “perfect question.”

DO YOU CARE?

Th

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

t’s a perfect question because it doesn’t matter whether a prospect has or can get a bud

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

et, or even if he has a pressing need, if he’s indifferent or even hostile about solving

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

it, with or without my help.

If he doesn’t care that’s the end of the story.

Today, I

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

Professional from academic institutions, pharmaceutical industries, health care indust

sked this question, with a suitable tag line attached, and my prospect raised his voice

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

nd declared, YES I DO!

I know a live one when I hear one, and this guy is it, the real

.

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

eal.

He woke up, focused, and convinced himself he has a need, it’s important, and he’l

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

Companies that provide selfless information through particip

be open to receiving my help to address it.

Does cold calling get any better than this

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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