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Yeah, yeah, smatterings of sales trainers see fit to advise audiences to tell incorporate one of these lame lies into their sales presentations. A very few high dollar sales professionals will tell one occasionally.

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

Even you may be tempted to respond like this every once in a great while.

What are the seemingly harmless white lies they tell?

How about this one left on Voice Mail: “I’m in a meeting or helping another client.”

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

Examples of combination products may in

Or how about the one that comes to mind when a gatekeeper asks, “Is he expecting your call?”

Then, of course there are those who have heard “No” and decide to call back with a disguised voice including the female

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

sales person who calls with a low, sultry, voice, asking for the prospect by his first name.

Stories about colleagues who practice these white lies bring raucous laughter, tears of amusement and a shaking of heads

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

t sales meetings. Even a few company presidents chuckle and say “Sales are sales …if it works, what’s the harm!”

And I look ‘em straight in the eye, tell ‘em what harm is done, and what they need to look out for fr

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

Combination pro

om the few sales professionals who use these tactics.

“White lies” give the appearance of being a harmless means to a profitable end, but …

Let’s look a bit closer as we count the costs.

This email message, “I’m

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

way from my desk or on the line with another client right now” is a bad habit and an especially ineffective bad habit if your goal is to do business with high-level decision-makers.

Take it out of context for a min

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

ute so you can see and feel the impact of that kind of message.

If you called the office of President George W. Bush after hours, what would you think if you received a voice mail message saying, “I’m either in a m

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

eting or on the line with another citizen right now, please leave a message and I’ll call you back”?

Sounds goofy, fake, and wimpy—doesn’t it? So does yours.

This kind of message reflects your need to explain your

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

self, which in turn is the habit of a person who belongs at the lower levels of an organization. Lower level employees, by virtue of their job description, must always explain themselves to their superiors.

You don

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

t need to explain yourself. They called you and can leave a message. PERIOD.

When the executive assistant asks, “Is he expecting your call,” some sales persons experience momentary brain freeze.

In a split second

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

Following aspects would a

hey are faced with a dilemma of character that demands a decision be made. The sales pro wonders, “Should I say, ‘Yes’ because that’s what it might take to get me through… or tell the truth and risk losing contact w

dd to the challenges in developing combination products:

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

ith the decision maker?”

And then there is the disguised, sultry voice thing. What’s up with that? Do they really think the executive assistant won’t catch on to that? Yeah, right!

Here’s the common thread that ru

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

s throughout these lame lies.

The conduct we choose is a clear reflection of our character.

During my study of the impact of character, a company president, Bill, shared this story:

I decided to do random drug te

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

sting throughout my company. I wanted to be fair and knew to do so I needed to randomly test all levels of employees, myself and the other executives included.

I decided ahead of time that if the tests results came

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

back positive for drug use, I’d discuss this with the employee and give the person one of two options. He/she could chose to resign or to stay employed with us at no reduction in pay if he/she chooses to go through

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

Professional from academic institutions, pharmaceutical industries, health care indust

a drug detoxification-rehabilitation program at the company’s expense.

I was surprised and saddened that several of my executive-level colleagues tested positive for narcotics. And every person who tested “positive

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

insisted “The tests are wrong” and opted to resign from the company—rather than admit to the truth and take advantage of free help.

This business leader learned how a person presents himself is an issue of charact

.

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

er. Character determines behavior. A person who has the character of a liar is devoted to lying—even to the point of refusing free help and losing a good job.

What traits do your behaviors reveal about your charact

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

Companies that provide selfless information through particip

r? Regular use of words that reflect integrity are a good choice with which to start your prospect-client relationships or for that matter any relationships!

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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There are often complaints that the regulatory bodies that monitor businesses in the United States of America go way too far in justifying the creation of more rules and regulations. Many consumers believe that the businesses are just trying to get away with something and are complaining because it costs them extra money to comply.

The easiest way to meet city council members is to meet them at an event. Usually city council members have a phone number that is listed. Many will not ever answer the phone, but events they must be cordial and open to all. Explain who you are and your business and thank them for some endeavor they feel strongly about in the city.

If you are an business owner or a sales manager who is responsible for the success of your sales team, you know that it is necessary to constantly evaluate the team's performance. Your ongoing business success is determined by continuous training so that the team has the best tools and strategies available. When you evaluate your team's statistics, it's also a good idea to apply this simple ten question test to measure whether your team is undertrained and perhaps requires a little extra help.

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