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Digg It - Some Thoughts On Effective Telemarketing
Uncovering new opportunities and potential new business is an essential task of any sales team, however, it is probably one of the most unpopular activities. The main reason for this is that professional salespeople, just like the rest of us, fear rejection.
The reality is though, if
The reality is though, if
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
we have confidence in our products, solutions and services, we owe it to ourselves and to our company to tell as many people as possible. I have always taken the view that if a prospective client rejects my proposal, then they have lost out on dramatically improving their business. A
; 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
positive and confident mind-set is essential for successful telemarketing and cold calling.
So what are the rules?
Plan & Prepare:
Make sure that you are prepared for the call:-
• Have all the relevant documentation to hand.
• Prepare a ‘script’ including everything
So what are the rules?
Plan & Prepare:
Make sure that you are prepared for the call:-
• Have all the relevant documentation to hand.
• Prepare a ‘script’ including everything
lude drug-coated devices, drugs packaged with delivery devices in medical kits, and drugs and devices packaged separately but intended to be used together.
you wish to ask. Use bullet points not sentences.
• Familiarise yourself with the “script” - practice, write down your agenda and be direct.
• Keep the opening of the conversation simple, but say something interesting, try using a prime desire statement to “grab” their interest so
• Familiarise yourself with the “script” - practice, write down your agenda and be direct.
• Keep the opening of the conversation simple, but say something interesting, try using a prime desire statement to “grab” their interest so
here is enormous increase in the number of combination products entering the market in the recent years. Combination products have proven advantages but fixe
hey’ll want to hear more.
• Explain why you are calling.
• Question - use a variety of questioning techniques i.e. Open, Reflective, Direct, Hypothetical, Exploratory etc.
Set Yourself Goals & Clear Objectives (Primary & Secondary):
Consider - what is the purpose of the
• Explain why you are calling.
• Question - use a variety of questioning techniques i.e. Open, Reflective, Direct, Hypothetical, Exploratory etc.
Set Yourself Goals & Clear Objectives (Primary & Secondary):
Consider - what is the purpose of the
d dose combinations are still in the process of convincing regulatory authority on their advantages over the single ingredient formulations.
Combination pro
Combination pro
telephone call? (aim high but realistic)
• Is it to inform?
• To establish a need?
• To obtain an appointment?
Never attempt to sell your product or services over the phone (unless you are in a telesales role)
Never make a statement you cannot back up.
Remember to Discipline
• Is it to inform?
• To establish a need?
• To obtain an appointment?
Never attempt to sell your product or services over the phone (unless you are in a telesales role)
Never make a statement you cannot back up.
Remember to Discipline
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
Yourself - Don’t Be Deflected
Ensure That You Have The Right Information:
Never assume that the information you have is correct:
• Confirm you are talking to the right person.
• Confirm they have the authority and not just the title.
Be informed
• Know the i
Ensure That You Have The Right Information:
Never assume that the information you have is correct:
• Confirm you are talking to the right person.
• Confirm they have the authority and not just the title.
Be informed
• Know the 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
ndustry they operate in.
• Who else have you helped in that industry?
• Tell them.
Reaching The Decision Maker:
Don’t attempt to establish the decision maker and then talk to them in one phone call, if you don’t know who to speak to then that is a call in its own right.
Se
• Who else have you helped in that industry?
• Tell them.
Reaching The Decision Maker:
Don’t attempt to establish the decision maker and then talk to them in one phone call, if you don’t know who to speak to then that is a call in its own right.
Se
nation products and maximize the revenues. But the companies involved in this practice are overlooking that they are burdening the patients both economically
yourself a target, say four attempts to get through to the decision maker, if you still are unable to reach them, try a different approach.
When to call: If you keep a call log of all your calls, you’ll soon get to know which are the most productive times to reach the decisio
When to call: If you keep a call log of all your calls, you’ll soon get to know which are the most productive times to reach the decisio
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
n maker (e.g. traditionally Monday morning is a poor time to cold call).
Human Barriers: The higher up the organisation you go, then the higher and wider the barriers seem to become, with receptionists, secretaries and personal assistants all seemingly having no other purpose
Human Barriers: The higher up the organisation you go, then the higher and wider the barriers seem to become, with receptionists, secretaries and personal assistants all seemingly having no other purpose
ts. Some of the combination products were well accepted by physicians while others suffered. Companies involved in development of combination products are fi
han to stop you getting through to the decision maker.
Try outside the normal office hours. You will avoid the receptionist and may get straight through. Security staff are often a good source for information and they are usually more than willing to show off their knowledge about th
Try outside the normal office hours. You will avoid the receptionist and may get straight through. Security staff are often a good source for information and they are usually more than willing to show off their knowledge about th
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
e company - they also have the time to talk!
As a last resort, send a letter first explaining that you will be calling - therefore the receptionist is “expecting your next call”.
Close With A Commitment - Keep That Commitment:
If the commitment is to an appointment then a
As a last resort, send a letter first explaining that you will be calling - therefore the receptionist is “expecting your next call”.
Close With A Commitment - Keep That Commitment:
If the commitment is to an appointment then a
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
ways confirm in writing but,
- Be Brisk
- Be Polite
- Be Immediate
Some General Tips For Successful Telephone Communication:
- Always dial the number yourself.
- Ask for the contact by name, i.e. “Mr. Smith” please.
- If speaking to his/her secretary you may use the
- Be Brisk
- Be Polite
- Be Immediate
Some General Tips For Successful Telephone Communication:
- Always dial the number yourself.
- Ask for the contact by name, i.e. “Mr. Smith” please.
- If speaking to his/her secretary you may use the
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
contact’s first name as well.
- If asked who is calling use your full name.
- If asked the name of your company don’t be afraid to give it.
- If asked why you are calling, tell them.
- If they are not available, say you will call back and ask the most convenient time.
- If they a
- If asked who is calling use your full name.
- If asked the name of your company don’t be afraid to give it.
- If asked why you are calling, tell them.
- If they are not available, say you will call back and ask the most convenient time.
- If they a
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
e on another call, do not stay on the line.
Telephone Qualification Process:
The following is a list of areas you need to incorporate into your ‘script’ with some suggestions as to how you may find out the answers, however the secret to good telephone communication is to make
Telephone Qualification Process:
The following is a list of areas you need to incorporate into your ‘script’ with some suggestions as to how you may find out the answers, however the secret to good telephone communication is to make
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
it yours, i.e. your language, your terminology, that way you will feel confident and this will be apparent to the person you are calling.
Responsibility/DMU (Decision Making Unit)
Who should I be talking to regarding the purchase of?
Who else would be involved in such a dec
Responsibility/DMU (Decision Making Unit)
Who should I be talking to regarding the purchase of?
Who else would be involved in such a dec
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
sion?
Money
When do you believe a budget will be made available for such a purchase/project this year?
What do you envisage that budget to be (i.e. is it realistic).
Is the budget dependent upon anything?
Implementation
When is this purchase required to be complete
Money
When do you believe a budget will be made available for such a purchase/project this year?
What do you envisage that budget to be (i.e. is it realistic).
Is the budget dependent upon anything?
Implementation
When is this purchase required to be complete
y and representatives from various regulatory agencies are working out to design the regulatory requirements for manufacture and sale of combination products
d by?
Is there a particular reason for this timescale? (Are they realistic?)
Competition
Who else are you talking to?
How did you choose them?
Expertise
What are you hoping to achieve? (Is it within our capabilities?)
Commitment
I feel I understand what is
Is there a particular reason for this timescale? (Are they realistic?)
Competition
Who else are you talking to?
How did you choose them?
Expertise
What are you hoping to achieve? (Is it within our capabilities?)
Commitment
I feel I understand what is
.
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
required and that we can help, I’d like to discuss your requirements further face to face, would Thursday or Friday next week be suitable?
Some Rules for You to Remember:
Always Smile - It projects a warm personality which is non threatening.
Always Be Enthusiastic
Some Rules for You to Remember:
Always Smile - It projects a warm personality which is non threatening.
Always Be Enthusiastic
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
- It’s infectious.
Stand Up For The Important Call - You will sound more decisive, more authoritative and it expands the diaphragm.
Always Plan Your Call - Be prepared, know the reaction you are aiming for.
Copyright © 2006 Jonathan Farrington. All rights reserve
Stand Up For The Important Call - You will sound more decisive, more authoritative and it expands the diaphragm.
Always Plan Your Call - Be prepared, know the reaction you are aiming for.
Copyright © 2006 Jonathan Farrington. All rights reserve
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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