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Digg It - Six Things You Didn't Know You Didn't Know About Cold Calls
Aren’t you sick and tired of being sick and tired of the same lame excuses from sales professionals?
You know those excuses that put all of the power and responsibility for the sale into the hands of the u
You know those excuses that put all of the power and responsibility for the sale into the hands of the u
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
nknown gatekeeper on the other end of the line. Pathetic, whiny excuses like, “I can’t get past the gatekeeper.” “My product really is not sold at the top levels of an organization” and “I hate cold calling
; 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
”
A whole, new, untapped world of profit awaits …
The sales professional who believes and behaves as though the responsibility for a sale rests with him, believes in the system and watches as the world be
A whole, new, untapped world of profit awaits …
The sales professional who believes and behaves as though the responsibility for a sale rests with him, believes in the system and watches as the world be
lude drug-coated devices, drugs packaged with delivery devices in medical kits, and drugs and devices packaged separately but intended to be used together.
omes his oyster, full of precious pearls he only dreamed of, now ripe for the plucking.
A couple of weeks ago I heard a story about the difference between saying you believe something and actually believin
A couple of weeks ago I heard a story about the difference between saying you believe something and actually believin
here is enormous increase in the number of combination products entering the market in the recent years. Combination products have proven advantages but fixe
. It went something like this …
Kevin, a gregarious, fun loving student drew a seemingly boring topic out of the hat for his creative writing class. The topic, “The Law of the Pendulum.” His fellow student
Kevin, a gregarious, fun loving student drew a seemingly boring topic out of the hat for his creative writing class. The topic, “The Law of the Pendulum.” His fellow student
d dose combinations are still in the process of convincing regulatory authority on their advantages over the single ingredient formulations.
Combination pro
Combination pro
yawned and mimed b-o-r-i-n-g … while our guy’s creative juices began to flow.
The day came. The teacher asked him to present his writings verbally in front of the class. Being a bit of a ham, he was delig
The day came. The teacher asked him to present his writings verbally in front of the class. Being a bit of a ham, he was delig
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
ted by the challenge and smiled at the prospect of making a boring topic quite the opposite.
Kevin demonstrated the Law of the Pendulum with a small model of a pendulum that fit on the desk top. He went on
Kevin demonstrated the Law of the Pendulum with a small model of a pendulum that fit on the desk top. He went on
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
to explain as he lifted the Pendulum out to the right that when he let go of it, the Pendulum would swing back and forth, each swing becoming shorter and shorter until it came to rest perpendicular to the
nation products and maximize the revenues. But the companies involved in this practice are overlooking that they are burdening the patients both economically
round.
As he demonstrated, sure enough, true to the Law when Kevin let go of the pendulum it never did reach his hand again, each swing of the Pendulum became shorter and shorter until it came to rest perp
As he demonstrated, sure enough, true to the Law when Kevin let go of the pendulum it never did reach his hand again, each swing of the Pendulum became shorter and shorter until it came to rest perp
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
ndicular to the table top.
Kevin said, “How many of you believe this Law of the Pendulum?” All raised their hands and applauded as the instructor made his way to the front of the classroom.
To the surpris
Kevin said, “How many of you believe this Law of the Pendulum?” All raised their hands and applauded as the instructor made his way to the front of the classroom.
To the surpris
ts. Some of the combination products were well accepted by physicians while others suffered. Companies involved in development of combination products are fi
of all, Kevin said, “Hold on, I’m just getting started.”
He invited the teacher to sit in a chair, back against the wall. He then released a 250 pound pendulum from in front of the teacher’s face. And who
He invited the teacher to sit in a chair, back against the wall. He then released a 250 pound pendulum from in front of the teacher’s face. And who
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
sh the pendulum swung to one side of the room and half-way upon its return, Kevin, reports, the teacher did a nose dive to the center of the room.
And in keeping with the Law of the Pendulum, as all could
And in keeping with the Law of the Pendulum, as all could
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
ee, with each swing of the Pendulum’s return fell shorter and shorter of the Teacher’s seat.
“How many of you think the Teacher believes the Law of the Pendulum?”
Not one hand was raised.
Now, for the po
“How many of you think the Teacher believes the Law of the Pendulum?”
Not one hand was raised.
Now, for the po
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
nt of this writing … whether you believe these facts or not is up to you. But here are six things you didn’t know, you didn’t know about cold calling.
1. You get the appointment because of the words you s
1. You get the appointment because of the words you s
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
ay … that’s also why you don’t get appointments.
2. The gatekeeper’s willingness to schedule you for an appointment has to do with how you present yourself on the telephone … so does her determination to
2. The gatekeeper’s willingness to schedule you for an appointment has to do with how you present yourself on the telephone … so does her determination to
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
send you to a lower level decision maker
3. Presented with the same prospecting call information and two sales professionals from the same company … one will believe he can present products/services to
3. Presented with the same prospecting call information and two sales professionals from the same company … one will believe he can present products/services to
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
executives; one will believes he can not. Both are right.
4. Cold calls are only cold until you learn how to warm them up
5. There are three desirable outcomes that you can get with every prospecting cal
4. Cold calls are only cold until you learn how to warm them up
5. There are three desirable outcomes that you can get with every prospecting cal
y and representatives from various regulatory agencies are working out to design the regulatory requirements for manufacture and sale of combination products
you make: an appointment; a time to call back for an appointment; precisely why you are not interested in doing business with the prospect
6. Executive assistants are actively looking for the right peo
6. Executive assistants are actively looking for the right peo
.
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
le to admit to the executive suites, if you don’t get in 97.9% of the time the reason is you did not use “executive level” language when talking with the assistant.
The majority of sales pros want to bla
The majority of sales pros want to bla
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
e gatekeepers for closed doors. Successful sales professionals, on the other hand, look to what they can control, themselves, and tweak for success.
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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