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I have a friend in the insurance industry who accomplished in one year what some of the real stars in his business accomplish in four years. Not long ago I had a discussion with him about sales call reluctanc

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

e. Now here is a guy who obviously knows how to pick up the phone and make call after call to the same prospect. I asked him, "So Mike, do you ever experience call reluctance?"

His answer might surprise you.

He 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

aid, "Oh yes I do. Everyday."

Considering that you are reading an article from someone who speaks on the subject of moving from sales call reluctance to sales call willingness, you are probably expecting to learn a

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

bout the fear behind sales call reluctance and how to stop it or change it. Well, if you have ever watched Monty Python's Flying Circus, you might remember them saying, "And now for something completely different...

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

"

I am about to tell you something completely different than what you were most likely expecting.

The truth is, no matter what new technique you learn today, no matter how great your sales were yesterday, no matter

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

Combination pro

how nice the last person you spoke to acted, there is always fear waiting for you at the onset of the calls you make tomorrow. I am a firm believer that the techniques you learn about how or what to say are not hal

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

f as effective in overcoming call reluctance as learning techniques to deal with that nagging voice that pesters you inside your head from sun up to sun down.

The key to seizing the phone is not about understanding

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

our fear around it, or even understanding what has made you feel so fearful about making all those calls, so that you can do away with the fear altogether. How do I know this? I have experienced it. Plenty of peop

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

le will tell you that the way to overcome that call reluctance is to understand your fear around it. Once you understand why or what has made you feel so fearful about making those calls, you'll be able to do away w

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

ith the call reluctance you feel altogether.

I completely disagree with that position because I do not believe it is call reluctance that stops you from making those prospecting calls. In reality, call reluctance i

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

s not an actual thing that you can see, hear, touch, smell or taste. It is only an idea that exits in your mind. The difficulty, however, is that the effects of that idea seem very, very real.

Unlike other call re

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

Following aspects would a

luctance experts who approach this topic with techniques to make call reluctance go away, I maintain that the very act of trying to make call reluctance go away strengthens its hold on you.

For me moving from call r

dd to the challenges in developing combination products:

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

eluctance to call willingness is a daily occurrence. Your success is inevitable once you know how to catch yourself right in the middle of your own self sabotage.One of the things that prevents so many independent s

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

ales professionals from picking up that 100 lb telephone is the idea that it will be better to call later -- when the call reluctance they feel isn't there.

Far too many sales professionals are waiting until they ha

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

e the courage to make those calls. They are waiting for those feelings of call reluctance to go away. They believe they will be able to make the calls, once they no longer feel the fear of call reluctance.

If you

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

made a list of people you were going to call today, or if you had an idea in your mind about how many prospects you would call, but you failed to make many of those calls, I am going to bet that what stopped you was

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

Professional from academic institutions, pharmaceutical industries, health care indust

the feeling that you somehow lacked the courage to make all those calls. You might have convinced yourself that you had too many other pressing activities (checking email, getting coffee, keeping up with coworkers,

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

following up with past clients, organizing your desk,etc.), but deep inside you are waiting for the fear to go away before you make those calls.

Now, the question I want to ask you is this:

When you did not make th

.

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

e calls you wanted to make today, did you tell yourself that it is not a problem because you can make those calls tomorrow? If so, I suggest you begin to focus on call willingness. Instead of listening to a voice t

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

Companies that provide selfless information through particip

hat talks you out of making prospecting calls all day, start suggesting reasons why you are willing to call your prospects. Then, listen to the reasons why you are willing to call your prospects and seize your phone

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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Trade shows are often thought of an arena for large trade show displays and exhibit booths, but there is room for an effective banner stand as well.

When you meet Dudley and chat with him, you really get it. He's a traditionalist, like the steps and the beams on the ceiling. He's confident and assertive, like the stately furniture and the offices themselves.

How do you get people to stop talking so you can move on to meet and greet others? This article is chock full of tips to help you do just that!

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