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Top Adding - Planning your Telemarketing Opening Line
Be professional, and take confidence from the fact that you are well-prepared. Let the prospect see that you have come to them with
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
a solution to a problem. And only you can help them to solve that problem.
This can be a current issue, challenge, and concerns t
This can be a current issue, challenge, and concerns t
; 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
hey may be facing and you and only you can help then solve that. Always remember that having a good opening to your call is essent
lude drug-coated devices, drugs packaged with delivery devices in medical kits, and drugs and devices packaged separately but intended to be used together.
al. Go to them with something believable without hype or hard sell.
Tell them about a fabulous service that could be of value to t
Tell them about a fabulous service that could be of value to t
here is enormous increase in the number of combination products entering the market in the recent years. Combination products have proven advantages but fixe
heir company. Set the stage. Let them know you respect their time to talk with you. Bo bold … Be the first to tell them that. Ask t
d dose combinations are still in the process of convincing regulatory authority on their advantages over the single ingredient formulations.
Combination pro
Combination pro
em to help you to understand what's important about their current situation to them so you can recommend the right solution to them
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
.
Keep all your benefits within reach – Close faster Make a few bullets points about the benefits you are offering and why it's a
Keep all your benefits within reach – Close faster Make a few bullets points about the benefits you are offering and why it's a
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
good fit with their organization. Also make a list of companies whom you have worked with in the past, your cost in relation to ot
nation products and maximize the revenues. But the companies involved in this practice are overlooking that they are burdening the patients both economically
ers (it may not be the cheapest but the benefit of using your products or service is huge and the results it will bring to their or
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
ganization.)
You're Unique Selling Proposition, testimonials from happy clients showing results they are achieving, after service
You're Unique Selling Proposition, testimonials from happy clients showing results they are achieving, after service
ts. Some of the combination products were well accepted by physicians while others suffered. Companies involved in development of combination products are fi
upport they will receive etc.
Preparation is crucial however, having a great presentation; you may still get some questions or obj
Preparation is crucial however, having a great presentation; you may still get some questions or obj
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
ections from your prospect. How you handle them will determine on the amount of research you put in the beginning. You should have
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
an idea of the type of objection your prospect will asks. Below are a few guidelines to successfully handle objections.
Listen to
Listen to
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
he entire objection; pause before responding; remain calm and refrain from becoming defensive.
Objection over ruled Highlight any
Objection over ruled Highlight any
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
objection that would normally be a negative for your prospect.
Raise the objection early in your presentation, then answer the ob
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
ection with a question to be certain you fully understand what's really behind the objection.
Restate the objection seeking agreem
Restate the objection seeking agreem
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
ent from the customer that you understand their concern. Show the prospect why the objection is minor.
Answer the objection clearl
Answer the objection clearl
y and representatives from various regulatory agencies are working out to design the regulatory requirements for manufacture and sale of combination products
y and honestly. Don't hype, push or pull. If there is something you are unsure of, be honest, tell the prospect you will get back t
.
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
them with the answer by (and agree on a time frame.)
To understand what your prospect objection are, first you'll need to work wi
To understand what your prospect objection are, first you'll need to work wi
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
th the prospect to understand what lies beneath the objection. Then recommend a suitable solution that fits with their requirements
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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