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When completing a transaction, many of us in Direct Sales or Network Marketing programs often fear when the prospect objects to purchasing what you are selling. Even thou

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

gh most of us have heard such clich?s as “the sale doesn’t begin until they say no”, when the prospect actually does say anything other than “yes”, our spirits fall. We 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

hink that’s it.

Here’s a secret: The number one reason that more business is lost in this country every day, the number one thing that keeps companies up late at night b

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

ainstorming, is “How do we teach our sales force the difference between a buying question and an objection?” It appears to be a huge ordeal, a massive step that would req

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

uire years of training and practice to master.

Here’s the good news: it doesn’t take years and years of practice to “get it”. It isn’t an overnight process, and that’s

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

Combination pro

ecause the way we can detect the difference between a buying question and an objection is primarily in the prospects voice.

You see, when a prospect says “I’ve got to tal

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

k to my wife before I buy this”, it could be a buying question or an objection. The difference is how it is stated. Buying questions / buying statements expect and welco

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

e an answer. An objection is stated flatly. That’s the difference. A buying question simply requires an answer, more information, more explanation, etc. An objection r

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

equires a completely different process altogether.

The kicker is that if you answer an objection as a buying question, you will lose the business. If you answer a buying

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

question with a rebuttal for an objection, you will lose the business. This is what terrifies companies. This is why tons of business is lost every day. If you answer a

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

buying question with a rebuttal, you will actually raise skepticism in your prospects mind, you will force that prospect to object, at which point, you have very little r

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

Following aspects would a

ecourse. You shot the sale, and it’s over. And if you answer an objection as a buying statement, you will simply frustrate the prospect, as they are looking for a soluti

dd to the challenges in developing combination products:

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

n to overcome the objection, and are not looking for simply “more information” or an elaboration of what has already been explained.

Developing the sense of being able to

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

differentiate between buying questions and objections makes the difference between doing business and losing business. It is not some magical skill, but simply a skill t

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

at develops with use, just like anything else. The more it is practiced, the easier it becomes. The rough part is in starting out, because it’s tough botching up a sale,

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

and having to go back and review it, find out where it went wrong, correct it, and then try it again.

But for those who are willing to go through that process, and are w

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

Professional from academic institutions, pharmaceutical industries, health care indust

lling to develop the skill set necessary to answer buying questions and objections effectively, they are the people that will generate and income that will require the hel

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

p of future generations to spend it all. For anyone attempting to grow a business from scratch, developing the ability to discern between buying questions and objections

.

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

s an absolute must.

I, Joshua Fuson, accept full responsibility for these words. If you have any questions regarding this material, you can refer to my website

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

Companies that provide selfless information through particip

="_New" href="http://www.MLM-Truth.info">http://www.MLM-Truth.info, or you can contact me directly at my home office at 641-856-7555.

Copyright 2006 Fuson Enterprises

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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