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Digg It - Get Past The Gatekeeper, Into The Executive Suites
Put pencil to paper and list every single sales-stopping objection that spews from the mouths of gatekeepers. Know what you’ll find? Literally, dozens of objections that subtly challenge the appropriat
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
eness of you scheduling an appointment in the executive’s office.
Ah, but here’s the good news...
When you’re greeted with “buyer’s resistance” all you need to do is get rid of the “resistance” and y
Ah, but here’s the good news...
When you’re greeted with “buyer’s resistance” all you need to do is get rid of the “resistance” and y
; 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
u’re left with...a buyer!
You can kiss that hangdog look goodbye and wag your tail with excitement, because contrary to popular belief, objections are buying signals. You gotta know that when your pro
You can kiss that hangdog look goodbye and wag your tail with excitement, because contrary to popular belief, objections are buying signals. You gotta know that when your pro
lude drug-coated devices, drugs packaged with delivery devices in medical kits, and drugs and devices packaged separately but intended to be used together.
pect’s gatekeeper throws out an objection to your request for a meeting with her Top Dog, she’s drawing the line with a double-dog-dare.
The gatekeeper wants you to convince her that her executive nee
The gatekeeper wants you to convince her that her executive nee
here is enormous increase in the number of combination products entering the market in the recent years. Combination products have proven advantages but fixe
s your product/service. That’s right, part of her job is to look for sales pros with products and services that her executive needs.
Objections to scheduling sales calls are predictable. Yep, you can
Objections to scheduling sales calls are predictable. Yep, you can
d dose combinations are still in the process of convincing regulatory authority on their advantages over the single ingredient formulations.
Combination pro
Combination pro
count on the same objections to greet you again and again and again. More good news -- there are words to overturn these temporary obstacles to your sales calls. You just need to learn what they are an
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
remember:
Your success hinges on your ability to give those overturns as needed.
What words will grease the hinges and open the gates for your Top Dog sales calls?
I’m glad you asked and am delight
Your success hinges on your ability to give those overturns as needed.
What words will grease the hinges and open the gates for your Top Dog sales calls?
I’m glad you asked and am delight
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 to tell you. But hey, don’t be deceived by the simplicity of the answers. I’m serious. To value the complex simplicity of these effective overturns, you’ll want to be sure to write down the words you
nation products and maximize the revenues. But the companies involved in this practice are overlooking that they are burdening the patients both economically
say when the gatekeeper gets in your face with these overturns.
Compare those words to the overturns that follow -- then do an “effectiveness test.” That’s right, make a couple of calls, use your curr
Compare those words to the overturns that follow -- then do an “effectiveness test.” That’s right, make a couple of calls, use your curr
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
ent overturns. Make a couple of more calls and use the overturns below. I guarantee you’ll be surprised at the simple, yet effective, ways these overturns get you past the gatekeeper and into the execu
ts. Some of the combination products were well accepted by physicians while others suffered. Companies involved in development of combination products are fi
ive suites.
Here we go:
When you hear the words, “We have to cancel our appointment with you.” Don’t wimp out like a lesser pup and say, “Oh, okay.”
Stay in the game, with these words:
“Great! Wha
Here we go:
When you hear the words, “We have to cancel our appointment with you.” Don’t wimp out like a lesser pup and say, “Oh, okay.”
Stay in the game, with these words:
“Great! Wha
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
’s a good date to reschedule?”
When a “bulldog,” gatekeeper says: “I’ll put you through to voice mail.” Don’t even let yourself be banished to voice mail jail with a pathetic response of “Okay.”
Hold
When a “bulldog,” gatekeeper says: “I’ll put you through to voice mail.” Don’t even let yourself be banished to voice mail jail with a pathetic response of “Okay.”
Hold
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
your ground and say:
“He isn’t in? Great! What’s the best time for me to contact him by phone?”
When the executive assistant relays, “The executive isn’t here right now. Do you want to leave a messag
“He isn’t in? Great! What’s the best time for me to contact him by phone?”
When the executive assistant relays, “The executive isn’t here right now. Do you want to leave a messag
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
e?” Don’t give an answer that’ll keep you chasing your tail and running in circles like, “No, I’ll just call back later”. Level the playing field.
Posture yourself as one big dog talkin’ to the office
Posture yourself as one big dog talkin’ to the office
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
of another with these words:
“Great! Thanks for your help. My name is . . . my number is . . . I’m calling to schedule a twenty-minute meeting to see whether or not we can save 20% of your (name your
“Great! Thanks for your help. My name is . . . my number is . . . I’m calling to schedule a twenty-minute meeting to see whether or not we can save 20% of your (name your
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
xecutive-level prospect’s significant expense). What’s the best date for me to follow up with you?”
Then, when the Gatekeeper insists, “I’ll need to check this out with my executive first” be thankful
Then, when the Gatekeeper insists, “I’ll need to check this out with my executive first” be thankful
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
she’s following through with your request. But don’t forfeit control by saying: “OK.” Keep the ball in your yard with the words, “Great! I appreciate your help. What’s a good day for me to follow up?”
y and representatives from various regulatory agencies are working out to design the regulatory requirements for manufacture and sale of combination products
There’s appointment-scheduling power in these words.
You’ll move to the head of the pack with an outrageous number of executive-level, Top Dog sales calls as you commit to keeping effective overturns
.
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
to predictable objections on the tip of your tongue.
And know you’ll be able to consistently trot on through open doors when you understand and act on the knowledge that the difference between getting
And know you’ll be able to consistently trot on through open doors when you understand and act on the knowledge that the difference between getting
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
into the executive suites and sitting on the outside panting and howling at the gatekeeper is the words you speak during your prospecting call.
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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