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Beware of these common areas that will cause you to lose the deal.

1. Negative expectation or prejudging
• Takes all enthusiasm out of sales person
• Expectations

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

2. Lack of Sincerity
• More concerned with earning commission
• Concentrate on helping the customer

3. Different Wave Length
• Analytical Vs emotional
• Use

; or drug, device, and biological product and fixed dose combination would include two or more combinations of drug.

Examples of combination products may in

tag team sales.

4. You can never sell to someone you don't like and vice versa
• People skills
• Learn to serve

5. Tell a prospect is wrong or arguing with them
• Never arg

lude drug-coated devices, drugs packaged with delivery devices in medical kits, and drugs and devices packaged separately but intended to be used together.

ue with a prospect
• A man convinced against his will is of the same opinion still

6. Discussing personal subjects
• Politics
• Religion

7. Knocking the Competition

here is enormous increase in the number of combination products entering the market in the recent years. Combination products have proven advantages but fixe

• Unprofessional
• Lose credibility

8. Making promises you can't keep
• Engage in overselling
• Never say something a product can't do

9. Not building the dream
•

d dose combinations are still in the process of convincing regulatory authority on their advantages over the single ingredient formulations.

Combination pro

What are the benefits of your product
• WIIFM

10. Don't give up
• Close 5 times
• Persistence

Power Tools of Closers

Accepts 100% responsibility for their results deal

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

with challenges and losers are making excuses. Winners work Damn hard

Above average ambition and desire to sell. Intense burning desire and commitment.

High levels of empathy and they real

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

ly care about their customer We care about customers and don't sell something that is not good for them. Customers can see through us if we are not concerned about their well-being.

Intensel

nation products and maximize the revenues. But the companies involved in this practice are overlooking that they are burdening the patients both economically

y goal oriented

They know how much they are going to earn and how much they have to sell. If you don't know it is like shooting at a target in the fog.

They have above average will power 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

determination to succeed. There is not such thing as something for nothing. Most people make their maximum earnings after their 40th year and did doing their jog extremely well. to fast mon

ts. Some of the combination products were well accepted by physicians while others suffered. Companies involved in development of combination products are fi

y.

Believe in themselves and in their company. You can not get a customer to believe in your product more than you do. Have to put your heart into it. Top sales people love what they are se

ding difficulty in defining their combination products and facing various challenges from selecting a combination to marketing it.

Following aspects would a

lling.

Always honest with themselves and with other people.
Average person can pick up insincerity and falsehood.

Visualization - create a clear mental picture of the person you want to

dd to the challenges in developing combination products:

Which markets to tap where the combination products can do fairly well?
Which combination prod

be and the goals you want to accomplish see yourself as confident and a good closer relaxed and see your prospects and how they will react and yourself enjoying all the rewards.

Ask yourself a

cts are meaningful and rational?
Which therapeutic categories to select?
Which Combinations can address unmet needs of the patients?
Do combin

fter every call what did I do right and what would I do differently. Whatever we think about and review we have a tendency to repeat. Losers think and talk about failures. Winners think and

tions increase the patient compliance?
What would be the developing cost?
How to tackle the risks encountered during combination product developmen

talk about successes.

Resolve to pay the price to succeed.
Decide exactly what you want in life.
Determine the price you are going to have to pay to get it.

Conclusion

Learn

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

ing how to persuade and influence will make the difference between hoping for a better income and having a better income. It is the missing puzzle piece that will crack the code to dramaticall

ping new procedures for reviewing their safety, efficacy and quality.

Professional from academic institutions, pharmaceutical industries, health care indust

y increase your income, improve your relationships, and help you get what you want, when you want, and win friends for life. Ask yourself how much money and income you have lost because of you

y and representatives from various regulatory agencies are working out to design the regulatory requirements for manufacture and sale of combination products

r inability to persuade and influence. Think about it. Sure you’ve seen some success, but think of the times you couldn’t get it done. Has there ever been a time when you did not get your po

.

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

int across? Were you unable to convince someone to do something? Have you reached your full potential? Are you able to motivate yourself and others to achieve more and accomplish their goals

elopment. They need to be wiser in analyzing the market trends and the regulatory requirements.

Companies that provide selfless information through particip

? What about your relationships? Imagine being able to overcome objections before they happen, know what your prospect is thinking and feeling, feel more confident in your ability to persuade

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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