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A now retired but well-respected sales trainer once said the three most important things to ensure a successful sale are: close

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

,close, close.

There are numerous closing techniques with great names such as the Half Nelson, the Full Nelson, Puppy Dog Clos

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

Examples of combination products may in

e and the Last Ditch Close. While it helps to have a catalogue of techniques to use in different situations knowing three basic

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

methods will get you started.
1) The direct close: 'Fine, let's complete the paperwork', or 'Let's do the cheque now'.

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

> 2) The alternative close: 'Do you prefer to pay by cheque or cash?', 'Do you want red or green?', 'Do you want twelve or thi

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

Combination pro

rteen?'
3) The major/minor close: 'Will you be requiring ten extra handbooks to go with your course, or 12?', 'Do you want

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

metallic paint on the car?' , 'Would you like a set of shoe trees to go with your shoes?'.

There is a golden rule to closing:

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

once you have asked any form of closing question to conclude your business, SHUT UP. Many sellers can't bear what they perceiv

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

e as the pressure of the silence and start talking again, even though the only person suffering the pressure is the seller.

Ho

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

wever, some prospects just can't or won't make a decision with one of the fundamental closes. Some will procrastinate. Others h

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

ope the decision will be made by somebody else. Others actually fear making buying decisions.

If this happens, it is likely yo

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

Following aspects would a

u are talking to the wrong person and have been wasting your time with a slick presentation. A simple question when setting the

dd to the challenges in developing combination products:

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

appointment is 'Would there be anybody else, who might be involved in making the decision to purchase?' . This gently ensures

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

that the prospect is your MAN - the one with the Money, Authority and Need.

It all comes down to attitude and determination to

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

ask for the business. Persist and find out how best to show the prospect that your product is perfect for them. If they see yo

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

u as a consultant you have a much better chance than if they perceive you as a peddler.

Don't make the mistake of leaving a br

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

Professional from academic institutions, pharmaceutical industries, health care indust

ochure at the end of the presentation in place of closing the prospect. Usually the only person that benefits from this on a re

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

gular basis is your printer! Leaving brochures only leads to procrastination on both sides. Distributing sales literature is al

.

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

l activity but no achievement.

It is vital to be realistic about some prospects. There are time wasters, and there are some wa

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

Companies that provide selfless information through particip

llies! Don't waste your time selling to them but always leave with a polite parting and leave the door open for future contact.

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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Everyone has tried to save money by not hiring a professional graphic designer to produce their newsletter, business cards, or any other print material. Well, there are reasons why they don't turn out as well as you had hoped.

Efficient teams work well together and when they do you can see the value in their force multiplier affect. You can see it in special teams in Championship Football Games, you hear about with Navy Seal Teams and you can certainly feel it in America’s Corporate Board Rooms.

My wife received an irresistible offer in the mail the other day. So she didn’t resist.

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