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Digg It - Turn Cold Calling Into Hot Prospecting
After spending 20 years working in sales and a good proportion of that in new business sales, I can tell you that a lot of seasoned sales people hate to prospect. It can be time consuming, laborious, boring and very often damaging to the ego
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
.
The real question though is; is it difficult? My answer to that is an emphatic, no. It can appear difficult if you do not really know what you are doing or have no plan to follow or if your definition of difficult is something that may en
The real question though is; is it difficult? My answer to that is an emphatic, no. It can appear difficult if you do not really know what you are doing or have no plan to follow or if your definition of difficult is something that may en
; or drug, device, and biological product and fixed dose combination would include two or more combinations of drug.
Examples of combination products may in
Examples of combination products may in
tail rejection but we are not talking about explaining Heisenberg’s Uncertainty Principle here.
The first thing you need to do when setting up a prospect session is have the right attitude. Many times I have seen seasoned sales people start
The first thing you need to do when setting up a prospect session is have the right attitude. Many times I have seen seasoned sales people start
lude drug-coated devices, drugs packaged with delivery devices in medical kits, and drugs and devices packaged separately but intended to be used together.
off hunched up over the phone expecting defeat and feeling miserable. Then when the first couple of calls go badly they will cheerfully announce that they were right after all and that this it is waste of time. Brilliant!
So it is crucial
So it is crucial
here is enormous increase in the number of combination products entering the market in the recent years. Combination products have proven advantages but fixe
efore you start to have a positive mindset and a PLAN!
Probably the biggest clich? in cold calling is that it is a numbers game. It is also very true, the more calls you make the more success you are likely to have but you have to follow a
Probably the biggest clich? in cold calling is that it is a numbers game. It is also very true, the more calls you make the more success you are likely to have but you have to follow a
d dose combinations are still in the process of convincing regulatory authority on their advantages over the single ingredient formulations.
Combination pro
Combination pro
plan because without it you will be beaten before you start. So here we go, with the 10 tips to tremendous prospecting.
1. Have good material. Do not sit down with a Yellow Pages in front of you dialing number after number. Find as much inf
1. Have good material. Do not sit down with a Yellow Pages in front of you dialing number after number. Find as much inf
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
ormation about your target company and the person you need to speak to beforehand. Calls that start, ‘Can I speak to the person that arranges your training please?’ are doomed to failure. A call that starts ‘Can I speak to Bob in HR please i
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
ts Tim from A Daring Adventure’ is infinitely more likely to get passed a gatekeeper. If they ask you what it is about tell them it is of a personal nature. A fib? Well not really, it should be very personal when you are talking about coachi
nation products and maximize the revenues. But the companies involved in this practice are overlooking that they are burdening the patients both economically
g.
2. Block out time. Do not attempt to hit the phones for 5 hours non-stop. Take breaks at least hourly. Have a walk round, get a drink, boil an egg, anything that breaks your state. Then just before you sit back down, focus on how many ca
2. Block out time. Do not attempt to hit the phones for 5 hours non-stop. Take breaks at least hourly. Have a walk round, get a drink, boil an egg, anything that breaks your state. Then just before you sit back down, focus on how many ca
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
lls you want to make in the next hour or however long and just do it.
3. Keep stats. These can be important as you do more prospecting as you will get an idea of how many calls you need to make to get an appointment. It can also encourage y
3. Keep stats. These can be important as you do more prospecting as you will get an idea of how many calls you need to make to get an appointment. It can also encourage y
ts. Some of the combination products were well accepted by physicians while others suffered. Companies involved in development of combination products are fi
ou to beat your own personal best each time. Stats can prove to be highly effective. Of course as you fine tune your skills your conversion rate will increase exponentially.
4. Get comfortable. Some people prefer to make calls stood up or e
4. Get comfortable. Some people prefer to make calls stood up or e
ding difficulty in defining their combination products and facing various challenges from selecting a combination to marketing it.
Following aspects would a
Following aspects would a
ven walking around whereas other prefer the more traditional way. Whichever you are most comfortable with is fine as long as you come across as enthusiastic and awake!
5. Forget about rejection. The person that just yelled at you has probab
5. Forget about rejection. The person that just yelled at you has probab
dd to the challenges in developing combination products:
Which markets to tap where the combination products can do fairly well?
Which combination prod
Which markets to tap where the combination products can do fairly well?
Which combination prod
y had a bad day. The cat could have been run over by a dustbin lorry or they could have just spilled a cup of coffee in their lap or maybe they were just diagnosed with Green Monkey disease. I don’t know and neither do you, so thank them for
cts are meaningful and rational?
Which therapeutic categories to select?
Which Combinations can address unmet needs of the patients?
Do combin
Which therapeutic categories to select?
Which Combinations can address unmet needs of the patients?
Do combin
their time and move on to that next juicy prospect that is just bound to say ‘yes please’
6. Have a script. Every successful sales person I know uses a script be it written down or in their head. Know exactly what that first 20 or 30 secon
6. Have a script. Every successful sales person I know uses a script be it written down or in their head. Know exactly what that first 20 or 30 secon
tions increase the patient compliance?
What would be the developing cost?
How to tackle the risks encountered during combination product developmen
What would be the developing cost?
How to tackle the risks encountered during combination product developmen
d pitch is going to be and make sure that speech is relevant and demonstrates benefits of your service without giving chapter and verse. Conversations that start off ah and er usually end up in a speedy good and bye.
7. Check they are free
7. Check they are free
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
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
to talk. You may have been passed through inadvertently to somebody that is in the middle of drawing up plans to conquer the world by a week on Friday. So simply ask ‘are you free to speak for 2 minutes Bob about something that is going to h
ping new procedures for reviewing their safety, efficacy and quality.
Professional from academic institutions, pharmaceutical industries, health care indust
Professional from academic institutions, pharmaceutical industries, health care indust
lp you and your business be more efficient and profitable?’ If Bob says no he’s got the world-conquering thing to finish ask for a time that would be more convenient.
8. Do no try and sell! This is very important; Telephones are for making
8. Do no try and sell! This is very important; Telephones are for making
y and representatives from various regulatory agencies are working out to design the regulatory requirements for manufacture and sale of combination products
appointments not selling. Give the reasons why you should meet and then assume the meeting.
9. This is a skill. Skills need fine-tuning and practice, do not expect immediate success. Even Tiger Woods needs to practice, and so do you.
10. E
9. This is a skill. Skills need fine-tuning and practice, do not expect immediate success. Even Tiger Woods needs to practice, and so do you.
10. E
.
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
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
njoy yourself. Remember, this isn’t life or death, it’s a few phone calls, a few opportunities to chat to interesting people and most importantly, a chance to make some friends, some lovely money and feel wanted again.
One final thing. If y
One final thing. If y
elopment. They need to be wiser in analyzing the market trends and the regulatory requirements.
Companies that provide selfless information through particip
Companies that provide selfless information through particip
ou wait until you need customers before you start to prospect you are already in trouble. You should be filling your pipeline as a mater of course because this is a process that takes time and nobody likes talking to a desperate sales person
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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