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There are all kinds of questions a sales rep can ask -- closed-ended, open-ended, directive, etc. -- but none are

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

more valuable than the assumption question.

While 80% of your competition use closed ended questions – “Are you t

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

Examples of combination products may in

e decision maker on this?" only the Top 20% use and value the proper use of the assumption question.

The main ben

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

fit of using an assumptive question is that it often catches your prospect off guard and eliminates the smoke scre

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

ns they are so used to giving. Let's take the above example of the decision maker.

To start with, most prospects

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

Combination pro

you speak with will involve others in the decision-making process. But most of them won't tell you this until the

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

end of your presentation.

Asking the closed-end question “Are you the decision maker," often prompts them to say

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

es and so avoids further qualifying from you. But if you've been in sales a while, you know the “I've got to talk

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

to _______” objection still surfaces -- usually at the very end.

Using an assumption question can often smoke thi

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

out. Here's what to say:

“________ who else will you be speaking with in regards to this decision?"

When you a

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

k an assumptive question like this, your prospect will often volunteer crucial information you will need to close

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

Following aspects would a

he sale later on -- information that 80% of your competition isn't getting.

And you will usually get this informa

dd to the challenges in developing combination products:

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

ion by using these kinds of assumption questions. Here are a few more you can use:

For budget: “________ most o

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

my clients have a price range in mind when considering this, what is yours?"

To sell bigger orders – “________ m

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

st of my clients want the discount that comes from ordering this by the (case, unit, multiple month contract, etc.

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

, is that how you want to do this is well?

Assume the close – “________ I’ve been looking forward to getting bac

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

Professional from academic institutions, pharmaceutical industries, health care indust

with you today. I'm sure you (reviewed the information, brochure, material, etc.) and liked what you saw. Did y

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

u want to start with (X size order) today, or take the (larger) order?"

The assumption questioning technique can

.

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 used throughout your sales process and will immediately make you a better closer. My question to you is, “How m

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

Companies that provide selfless information through particip

ny current questions can you change so they become assumptive?"

The more you change, the more sales you will make

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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