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Digg It - Overcoming Objections Over the Telephone
In sales, one of the things you will be doing a lot of, is making phone calls. You can’t escape it. It just comes with t
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
he territory.
Making phone calls is really not all that bad. The thought of having to do it, is actually much worse than
Making phone calls is really not all that bad. The thought of having to do it, is actually much worse than
; 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
having to physically sit down and do it, and once you get on a roll, it’s never as bad as it seemed.
The part of making
The part of making
lude drug-coated devices, drugs packaged with delivery devices in medical kits, and drugs and devices packaged separately but intended to be used together.
old calling sales calls that you will find to be most painful are the objections you will be faced with, such as, and mos
here is enormous increase in the number of combination products entering the market in the recent years. Combination products have proven advantages but fixe
annoying, is the hang up, which doesn’t happen as often as people think.
In this particular case, I have no answer on h
d dose combinations are still in the process of convincing regulatory authority on their advantages over the single ingredient formulations.
Combination pro
Combination pro
w to meet this challenge, my suggestion would be, not to stress over it, just move onto the next phone call.
Another obj
Another obj
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
ction you will be faced with is:
I’m not sure. I have to think about it.
My suggested response to this objection would
My suggested response to this objection would
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
be:
I understand that you need to think about it, but perhaps there is something I did not explain clearly enough, is th
I understand that you need to think about it, but perhaps there is something I did not explain clearly enough, is th
nation products and maximize the revenues. But the companies involved in this practice are overlooking that they are burdening the patients both economically
re anything you would like to go over one more time?
Or . . .
I know when it comes to making a commitment over the phon
Or . . .
I know when it comes to making a commitment over the phon
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
that it is easy to become lost in the confusion of everything that has to be done and understood, is there anything I ca
ts. Some of the combination products were well accepted by physicians while others suffered. Companies involved in development of combination products are fi
go over with you one more time.
If that doesn’t get them talking again, then let them go by politely asking for their p
If that doesn’t get them talking again, then let them go by politely asking for their p
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
rmission to follow up with them in a few days, and, if you could possibly send them out some literature, along with your
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
usiness card.
Another common objection is:
I have to ask my spouse.
A good response to this objection would be:
Is yo
Another common objection is:
I have to ask my spouse.
A good response to this objection would be:
Is yo
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
r spouse available at this time? I would be happy to speak with him/her.
Again, if this does not work, then let them go
Again, if this does not work, then let them go
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
and politely ask to send out literature, and follow up with a phone call.
And one other objection you may run into . .
And one other objection you may run into . .
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
I have already taken care of that, or I am working with someone else.
If you are hit with this objection, it is most l
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
kely your prospects way of telling you they are not interested.
On the other hand, if they tell you they are working wit
On the other hand, if they tell you they are working wit
y and representatives from various regulatory agencies are working out to design the regulatory requirements for manufacture and sale of combination products
someone else, it never hurts to take a chance, and ask your customer if they would like to see if you could get them a b
.
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
tter price, or even a better product. It can’t hurt, and if they are interested than go for it! If not, than let it go ri
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
ht there, and move onto your next prospect.
And remember, challenges are nothing but obstacles on your path to greatness
And remember, challenges are nothing but obstacles on your path to greatness
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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