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In this article, we are focusing on how to overcome objections from prospects and we will be sharing some great

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

ideas on how you can make far more sales to really maximise the new business appointments you go on.

One reas

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

Examples of combination products may in

n many businesses don't capitalise on all their opportunities, is when it comes to handling the objections and

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

talls from sales prospects. You probably know the ones, "let me think about it," "our budget is spent," "I need

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

to get some other quotes in." "get back to me in 3 weeks." there are many more.

Part of the skill in dealing w

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

Combination pro

th objections and stalls is to get to know the prospect's REAL reason for objecting or stalling, the real reaso

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

is usually fairly easy to get to with good listening and a little gentle questioning around the objection stat

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.

Key ways to get past objections to get the sale are as follows:

1. Before the meeting, consider what objec

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

ions might be raised and try to include the answers in your presentation, so the prospect will have the answers

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

leaving less room for real objections

2. Qualify the prospect is the decision maker before the meeting, ask i

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

you need to have other people involved in the decision to attend the meeting.

3. Listen carefully to the obje

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

Following aspects would a

ction being raised, ask yourself, does this sound like it's the real reason, do I need to ask further?

4. Chec

dd to the challenges in developing combination products:

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

to see if it is the only objection, or are there other factors preventing a decision?

5. Be properly prepared

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

know your product, comparisons, prices, testimonials at the ready, so you can bring them out in an instant to

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

et past most types of objection.

6. If a decision cannot be made now, ask: when?, then: Why then? If you know

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

he answer to this, it may be something you can do something about.

7. When you have answered an objection, get

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

Professional from academic institutions, pharmaceutical industries, health care indust

the yes, i.e. "so if we can get this delivered three days earlier than we previously stated, will you....Sale!

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

Most objections are really a request for more information, a need to have a greater confidence in you or your o

.

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

ganisation, skilled sales people welcome objections because they are often a buying signal in disguise. Once yo

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

Companies that provide selfless information through particip

have identified the real reason preventing a sale, and blown it away, you will normally go on to be 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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