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Digg It - Cold Calling Shocker! WHO is Your Best Ally?
Unbelievable! Turns out the very person sales professionals dread talking to on the phone is not to be dreaded at all.
That’s right, the affectionately referred to gatekeeper, bull dog, mean-spirited witch on the ot
That’s right, the affectionately referred to gatekeeper, bull dog, mean-spirited witch on the ot
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
her end of the phone … in polite terms referred to as The Executive Assistant … is without question your most powerful ally who wants to help you get face time with the executive.
Yep. She is the keeper of the keys
Yep. She is the keeper of the keys
; 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
o the executive suites. Treat her wrong and she’ll keep the door securely closed. Treat her right and you’ll be amazed at how quickly you’ll get the coveted sales meeting with THE decision maker.
As a whole, sales p
As a whole, sales p
lude drug-coated devices, drugs packaged with delivery devices in medical kits, and drugs and devices packaged separately but intended to be used together.
rofessionals mistreat executive assistants.
How do I know that? Executive assistants told me so! I asked them pointed questions, and they answered.
I went on the road, visited four cities and interviewed executive
How do I know that? Executive assistants told me so! I asked them pointed questions, and they answered.
I went on the road, visited four cities and interviewed executive
here is enormous increase in the number of combination products entering the market in the recent years. Combination products have proven advantages but fixe
ssistants. During the interviews, these women candidly revealed the many things sales professionals do wrong during cold calls to executives. Additionally, these powerful women generously gave several important tips
d dose combinations are still in the process of convincing regulatory authority on their advantages over the single ingredient formulations.
Combination pro
Combination pro
as to how to win them over during a cold call.
Warning: The truth hurts, but it will also set you free. You’ll want to take a deep breath as you read and process what Assistants say:
“Sales professionals call and a
Warning: The truth hurts, but it will also set you free. You’ll want to take a deep breath as you read and process what Assistants say:
“Sales professionals call and a
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
e rude, pushy, and treat me as though I don’t matter. It’s clear that the only person they believe has value is the executive. Fact is, the executive thinks I’m important enough to trust me with his calendar and to r
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
un the business in his absence. Do they think I deserve disrespect?”
“I’d never let sales persons know I was laughing, that would be rude. I represent the office of the executive and do my levelheaded best to be res
“I’d never let sales persons know I was laughing, that would be rude. I represent the office of the executive and do my levelheaded best to be res
nation products and maximize the revenues. But the companies involved in this practice are overlooking that they are burdening the patients both economically
ectful at all times. But seriously, you have to laugh. These people call, ask for an appointment, I say ‘no’ and they call again … with a disguised voice. Do they think I don’t recognize that fact? Please!”
“My firs
“My firs
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
t day on the job I told my executive how I handle the daily onslaught of inbound telephone calls from people asking for him. With his approval of my methods I went to the receptionist and told her specifically, how t
ts. Some of the combination products were well accepted by physicians while others suffered. Companies involved in development of combination products are fi
determine which calls should be sent through, and which calls should be screened out.”
These phone behaviors tell executive assistants a caller does not belong:
1. “A caller who talks too fast, making me feel push
These phone behaviors tell executive assistants a caller does not belong:
1. “A caller who talks too fast, making me feel push
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
ed against the wall rather than conversed with.”
2. “A sales person who does not announce the bottom line reason for the call and goes to rambling, asking lots of questions to which they should already have answers.
2. “A sales person who does not announce the bottom line reason for the call and goes to rambling, asking lots of questions to which they should already have answers.
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
3. “A man or woman who talks as though he or she is a friend of the executive, but I have never heard mention of them.”
4. “A pleasant enough person who asks totally, inappropriate questions, such as, ‘what’s your
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
president’s name?’ ‘which of our competitors do you use now?’ ‘are you satisfied with their service?’. I feel embarrassed for a lot of these callers. They don’t seem to know how inappropriate they are.”
Sure, there
Sure, there
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
are lots more mistakes sales professionals make when they cold call executives, but these are a few to which most can relate!
Tips for Building an Alliance
Executive assistants want to know how to best serve the ex
Tips for Building an Alliance
Executive assistants want to know how to best serve the ex
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
ecutive. One way they do this is by identifying callers who potentially have effective solutions for the executive’s most pressing business issues.
Although these executive assistants do screen out people who don’t
Although these executive assistants do screen out people who don’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
elong, the shocking truth is that they are actively searching for people who do belong.
When you call the executive office, be sure to:
1. Converse with the executive assistant rather than talk at her.
2. Speak at
When you call the executive office, be sure to:
1. Converse with the executive assistant rather than talk at her.
2. Speak at
y and representatives from various regulatory agencies are working out to design the regulatory requirements for manufacture and sale of combination products
a pace that can be easily understood. Avoid the temptation to spew out words at a rapid fire pace, in favor of engaging in conversation with the assistant.
3. Develop a statement that in ten bottom line words or le
3. Develop a statement that in ten bottom line words or le
.
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, conveys the business solution your products/services have to offer the executive.
4. For goodness sake, don’t ask lots of questions to which you should already have answers.
Then, before your very eyes, watch as
4. For goodness sake, don’t ask lots of questions to which you should already have answers.
Then, before your very eyes, watch as
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
the person heretofore thought of as “public enemy number one” makes a magnificent transformation from “obstinate gatekeeper” and turns into your strong ally!
Forward this article to friends—they’ll thank you for it
Forward this article to friends—they’ll thank you for it
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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