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Digg It - Inside Sales Tips - A Great Qualifying Call
A few weeks ago my neighbor put in a new driveway, using beautiful paving stones that dramatically improve the look of his property.
Comparing this to my old asphalt
Comparing this to my old asphalt
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
driveway, I quickly went over to one of the installers and asked for an estimate. "You have to call our office," he explained as he gave me their business card.
Later
Later
; 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
that day I called and left a message expressing interest in their paving stones, and I left my cell number and the best to reach me.
What happened next was one of th
What happened next was one of th
lude drug-coated devices, drugs packaged with delivery devices in medical kits, and drugs and devices packaged separately but intended to be used together.
e best sales calls I've heard in years.
A couple of days later a woman named Brenda called and explained that she was returning MY call about their driveways.
The fi
A couple of days later a woman named Brenda called and explained that she was returning MY call about their driveways.
The fi
here is enormous increase in the number of combination products entering the market in the recent years. Combination products have proven advantages but fixe
rst thing she asked was how I heard of them. I told her my neighbor had them install a new driveway, and she took down the complete address.
Next she asked me what I
Next she asked me what I
d dose combinations are still in the process of convincing regulatory authority on their advantages over the single ingredient formulations.
Combination pro
Combination pro
was interested in (and she listened very carefully and did not interrupt). I told her I wanted the same kind of paving stones my neighbor had, and I asked if she could
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
send someone out to give me an estimate.
She said she would be glad to do that, but first she needed to explain how they worked.
She began by telling me about the p
She said she would be glad to do that, but first she needed to explain how they worked.
She began by telling me about the p
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
rocess and quality of their work. She said that first they removed the existing asphalt driveway and hauled everything away. Next they prepared the driveway by digging
nation products and maximize the revenues. But the companies involved in this practice are overlooking that they are burdening the patients both economically
and leveling 12 inches deep and by pouring high-grade sand. They then packed it down to where it was as strong as concrete.
Next they installed the paving stones and
Next they installed the paving stones and
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
filled in the spaces with a premium finish sand and that my new driveway was guaranteed not to crack or fade for as long as I owned by home.
She then stopped and ask
She then stopped and ask
ts. Some of the combination products were well accepted by physicians while others suffered. Companies involved in development of combination products are fi
ed me if this was what I was looking for.
I said yes.
Next she told me that the cost of their minimum job was $6000 and that would cover an area of approximately 600
I said yes.
Next she told me that the cost of their minimum job was $6000 and that would cover an area of approximately 600
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
feet.
She then asked if that was within my budget.
I said yes it was.
She then asked if weekdays or weekends were best for my appointment.
I told her weekends.
S
She then asked if that was within my budget.
I said yes it was.
She then asked if weekdays or weekends were best for my appointment.
I told her weekends.
S
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
he then found two time slots for the next Saturday and asked, "Is 10 AM good or is 1 PM better for you?"
I took the 10 AM spot (figuring it would only be about 90 deg
I took the 10 AM spot (figuring it would only be about 90 deg
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
rees by then).
She then said it was important that both my wife and I were there fir the appointment and asked me if we both would be.
I said yes.
She then went on
She then said it was important that both my wife and I were there fir the appointment and asked me if we both would be.
I said yes.
She then went on
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
to confirm all the details and gave me the name and cell phone number of the closer, er, rep who would be out the next Saturday.
When I hung up the phone, I marveled
When I hung up the phone, I marveled
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
at how the call had gone. I already felt closed! Having the sales rep out the next week felt almost like a formality. This was one well-trained sales team. These are t
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
he kind of leads I'd like to work if I were an outside sales rep, and as a Top 20% producer, this is how you should be qualifying as well.
Are they missing out on som
Are they missing out on som
y and representatives from various regulatory agencies are working out to design the regulatory requirements for manufacture and sale of combination products
e appointments by being so thorough? Probably.
But are the missing out on any real buyers? Probably not.
The lesson here is that by properly qualifying your prospect
But are the missing out on any real buyers? Probably not.
The lesson here is that by properly qualifying your prospect
.
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
s you can be sure you are only going to be pitching those most likely to buy.
Remember -- you don't need practice pitching unqualified leads.
This week, analyze your
Remember -- you don't need practice pitching unqualified leads.
This week, analyze your
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
own qualifying questions and see where you can strengthen your initial call. Remember, the close always starts there.
Have a great week!
Copyright @ 2006 Mike Brook
Have a great week!
Copyright @ 2006 Mike Brook
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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