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How do you know a prospect is ready to buy? Listen for signals during the presentation. A great indicator is when they start asking

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

for more information. The following are common buying signals:

*Prospect asks specific questions about your services.

*Prospect as

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

Examples of combination products may in

s you to repeat or clarify something you talked about.

*Prospect asks about features or different cleaning options.

*Prospect asks

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

for references or a list of satisfied customers.

*Prospect brings up problems with current cleaning contractor.

*Prospect asks qu

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

stions about you and your business.

When you start hearing buying signals, it's time to test the waters by asking a question to see

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

Combination pro

if you're reading the signals correctly. Craft your closing question in a way that responds to the prospect's main concerns, and tr

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

to eliminate the possibility of the prospect answering "no" to your question. For example, "If you decide to go ahead and make a ch

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

ange in the cleaning service, would you want to stay with the same 3 days per week service, or would you want to go to 5 days per we

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

k?" If the prospect answers positively or confirms your suspicions that they'd like to move forward with the sale, then it's time to

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

close the sale.

Here are some sample closing questions:

"When we start cleaning a building, we do an initial deep cleaning to get

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

things up to standard. Would you like us to start next week, or the week after?"

"We track, order, and deliver all our customer's r

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

Following aspects would a

stroom supplies for them so they don't have to waste time on managing this time-consuming task. Who currently handles the restroom s

dd to the challenges in developing combination products:

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

upplies?"

"If the cleaning proposal we give you is within your budget, when would you like to make the change?"

If they hesitate o

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

price at this point, try something like, "I can certainly understand your concern with the budget, Tom. That's one of the reasons I

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

contacted you. The money you'll save in supply costs, slip/fall accidents, and time spent managing cleaning complaints will be well

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

worth the investment in partnering with us as your cleaning contractor."

After you've asked a closing question, it's time to stop t

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

Professional from academic institutions, pharmaceutical industries, health care indust

alking. Remember, this is more about listening to your customer's needs than it is about talking about your business. Sometimes peop

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

e are tempted to just keep selling, even though the prospect has indicated they're ready to buy. Pause and give them a chance to spe

.

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

ak.

One of the best things you can do for your prospective customer is to keep in mind that there is a difference between just aski

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

Companies that provide selfless information through particip

g for the sale and helping people make decisions that are good for their company. In the end, it's not about you. . .it's about them

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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