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How much extra money could you make by closing just one or two additional sales a day? You can double, or even triple, the effectiveness of your telephone selling by showing prosp

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

ects why they should buy from you, instead of just telling them.

Clients and prospects are visually oriented. They process and retain 75% of the information they see, compared 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

about 15% of the information they hear. There are six steps involved in preparing online visuals you and your prospects can look at online during telephone conversations and tel

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

conferences.

Step 1: Desired result

Start by identifying what you want to accomplish during each phone call. Ask yourself:

• What is the primary message I want to communicate?

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

What action do I want my client or prospect to take?

• What information can I provide to convince them to take the desired action?

Your answers to these questions will provide t

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

Combination pro

e framework you need to begin preparing for your upcoming calls.

Step 2: Benefits

Next, translate your product or service into benefits they will enjoy if they take the action yo

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

u want them to take. Identify as many different ways as possible your product or service can benefit your client. Be as specific as possible.

Step 3: Framework

Open your presenta

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

ion program and create an “empty” set of visuals to support your upcoming calls. This will provide a framework for developing your telephone sales presentation.

Don’t be concerned

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

the contents of each visual. At this point, don’t stop to fill in the details for each visual. Simply create an empty presentation visual and title for each of the points you want

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

o cover in your upcoming telephone calls.

Hint: You may want to create a template with placeholder visuals to help quickly prepare future presentations.

Step 4: Provide proof

Ne

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

t, go through your presentation framework and complete each of the visuals by adding appropriate text and graphics. As you complete each visual, strive to make your benefits as spe

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

Following aspects would a

cific and as visual as possible. Translate your products or services into added dollars and cents revenue, reduced costs, or time savings.

Whenever possible, show, rather than tel

dd to the challenges in developing combination products:

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

. Translate words into information graphics, like tables, charts, and graphs, to emphasize:

• Comparisons, i.e. before and after revenues or expenditures of time and money.

• Tre

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

ds, i.e. growing market share.

Add photographs to personalize and reinforce case studies and testimonials. Use logos, rather than words, to emphasize case studies and satisfied cl

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

ents.

Step 5: Contingency visuals

Next, prepare to respond to objections that prospects may bring up during your calls.

Start by identifying the possible objections that prospec

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

s might come up. Determine how to respond to each one. Then, prepare visuals that will only be used if your prospect brings the specific objection up.

Typical objections concern p

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

Professional from academic institutions, pharmaceutical industries, health care indust

rice, competitive features, ease of use, and economic uncertainty.

Step 6: Upload and rehearse

After reviewing your work, use your presentation program’s Save as... command to sa

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

e your presentation in the appropriate online format.

Then, upload your presentation to the server where you and your prospects can access it online during calls.

Rehearse your p

.

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

esentation, until you can comfortably proceed from point to point, and easily access the contingency visuals, (if needed).

Consider your web-based presentations a “work in progres

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

Companies that provide selfless information through particip

” that you continually update and refine. Prepare additional visuals as new objections come up. And prepare personalized slide titles and visuals for specific clients and prospects

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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