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Most salespeople are wimps when they talk to prospects and customers, but not when

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

they talk to other people. Why do they wimp out when they talk to prospects and cus

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

Examples of combination products may in

tomers? Why are they so afraid that talking straight to prospects will be deemed of

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

fensive?

A lot of our trainees protest what they think is the "harsh" language of

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

High Probability Selling.

In a recent High Probability Selling training course, se

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

Combination pro

veral participants protested the way we teach them to talk to their prospects and c

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

ustomers. "It seems to be abrupt, harsh, even rude," said one student. "I understan

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

d the theory of being so direct but, talking that way isn't really me," he said.

A

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

nother student said, "I know it's beneficial for both the prospect and the salesper

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

son to be straight with prospects. But, I think most prospects would be offended by

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

that way of talking."

However, when salespeople talk that way to people who are N

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

Following aspects would a

OT prospects, then they describe it as speaking "directly, forthrightly and honestl

dd to the challenges in developing combination products:

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

y."

Here's what I told them. You have to give up on being the most courteous, most

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

agreeable, and most accommodating salesperson on earth. That's not who you really

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

are and that is not the kind of person whom the vast majority of prospects and cust

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

omers trust and respect. Acting that way is a transparently phony.

We know that th

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

Professional from academic institutions, pharmaceutical industries, health care indust

e two most important buying decision factors are whether or not the prospect Trusts

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

you and Respects you. You need to be authentic in order to be trusted, and you nee

.

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

d to respect yourself before you will be respected. Most salespeople need to learn

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

Companies that provide selfless information through particip

how to do that - effectively and gracefully - in order to become highly successful.

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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