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Digg It - Do You Dare Throw Away the Script and Start a Conversation
My first experience in sales was in telemarketing. I was so scared that to this day I can’t remember what I was selling. The
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
sales trainer told me to read the script and all would be fine. I found a nice secluded corner desk where no one would hear m
; 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
e and dialed my first lead. I introduced myself and started to read the script I was given. I thought I was doing fine until
lude drug-coated devices, drugs packaged with delivery devices in medical kits, and drugs and devices packaged separately but intended to be used together.
the gentleman asked me a question. “You can’t do this to me; my trainer didn’t say anything about questions; there are no que
here is enormous increase in the number of combination products entering the market in the recent years. Combination products have proven advantages but fixe
stions in the script!” Of course I didn’t voice this out loud; I just broke out in a sweat, lost my place in the script and fe
d dose combinations are still in the process of convincing regulatory authority on their advantages over the single ingredient formulations.
Combination pro
Combination pro
t my throat closing.” Since he had no idea who I was, thank heaven, I just hung up the phone. Silly wasn’t I?
At that moment
At that moment
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
I decided I needed a new mindset. The person on the other end doesn’t know me. The only reason they will speak to me is beca
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
use I sound warm, friendly and polite and if I ask a question, even a simple one, I will wait for an answer. Have you experie
nation products and maximize the revenues. But the companies involved in this practice are overlooking that they are burdening the patients both economically
ced the caller who asks how you are today and doesn’t wait for an answer just starts reading some words on a piece of paper?
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
Wouldn’t it be nice to build up that trust and create a customer for yourself and the company you work for? You don’t need a
ts. Some of the combination products were well accepted by physicians while others suffered. Companies involved in development of combination products are fi
cript. You should learn all you can about your company, the product or service you’re selling before you pick up that phone.
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
Try to be relaxed and get you’re customer in the same mood.
Here’s one of my best examples of listening and I think one of my
Here’s one of my best examples of listening and I think one of my
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
favorite moments on the phone. A business owner called asking for some information to be sent to him. I tried to get some i
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
formation about his operation to start a conversation but that’s all I could get was a yes or no answer. From the name of his
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
business I realized he owned many pretzel concessions that were located in movie theaters, etc. I was listening to his tone
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
nd it seemed to me that he wasn’t unfriendly, perhaps just shy or had a really bad day. He proceeded to give me his name, add
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
ress and in the middle of this information, I asked, “Do they come with mustard?” The long silence was deafening. I said, “T
y and representatives from various regulatory agencies are working out to design the regulatory requirements for manufacture and sale of combination products
he pretzels, do they come with mustard?” He started to laugh and I breathed a huge sigh of relief. I knew he would become a
.
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
ustomer and he did. I looked forward to calling him for reorders and I really think he liked hearing from me. The moral of th
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
e story, believe in what you’re selling, know your product and enjoy talking to your prospects. Relax and the orders will come
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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