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Although there is no magic cure for the objection jitters, here are some guidelines, which will help you
reduce your stress and be sure that each objection is handled to your satisfaction, as well as the
doctor's.
BEST is the BEST way to handle objections where each letter of the first word BEST indicates synergy
of Basics, Essentials, Systems, and Tactics. In the pages ahead, we will understand the basics of
approaching objections; know how to master essential product knowledge, design systems to handle
objections, and tactics to convert our potential prescriber to a strong supporter.
PAGE 1:

HANDLING OBJECTIONSTHE BEST WAY


B- BASICS
Understanding the word objection
Let us now understand what an objection is? The dictionary meaning of word Objection is an
expression or feeling of opposition or disapproval (Collins Essential English Dictionary 2nd Edition 2006)
An objection in pharmaceutical selling, is
a kind of disapproval with the communication related to a products features or benefits,
the disapproval which leads to a rejection to prescribe the product,
the disapproval in a form of an question that needs to be answered,
the disapproval projecting as a resistance that has to be overcome.

The objections are satisfying confirmations that you had been heard with attention; nine
times out of ten they are requests for more information, not rejections of your proposal.
The right approach to look at the objections is:
1. Objections are buying signals. An objection is often your doctor saying, "I want to use your
product, but I have some reservations because..."
2. Objections provide opportunities to better understand prescribers. Clues are often unveiled as
to what physicians think, what their concerns are and where their priorities lie. These clues
often lead us to stronger relationships and greater sales.
3. Objections come in many forms. An objection can be a simple request for more information or a
test of how much you know (or don't know) about a product. It is your job to discover the real
need or issue.
4. Objections help you move on. Effectively handling them leads you farther into the sales process.
When you find yourself stuck, perhaps it is time to re-evaluate the time spent with that
physician.

E- ESSENTIALS
Handling an objection takes more than just memorizing information. You must be knowledgeable about
the concepts you are responding with beyond the list of scripted responses you may have to a known
objection. It is easy to match an objection with a set of answers. If you want to respond to a new or out
of your set objection, it is must to improve your knowledge and anticipate potential objections your
physicians may have about your drug. There is no magic formula guaranteed to work every time, but
charm and a light touch definitely go a long way.
You can become more comfortable with your initial approach to objections by practicing your response
in role-playing sessions with your manager, with your colleagues and even by yourself. While you may
embrace or avoid role-playing, it helps you synthesize and apply the information you have learned. Roleplaying your objection-handling techniques with a partner is better than practicing in front of your
physician during a call, especially if your role-playing partner is comfortable going beyond the script to
simulate a realistic situation.
Great things are not done by impulse, but by a series of small things brought together.

Vincent Van Gogh


Excellence is a learned behavior. To excel in selling, impact players

Read everything they can get their hands on, regarding the area of their drugs
Drive themselves obsessed with the fundamentals
Talk to experts in the field
Learn the lesson and commit to improvement
Become their own toughest critics
Welcome criticism, especially from an authority with the credentials and motives to improve
their performance
Set their standards often higher
Study the competition and develop strategies to counteract moves made by all the game players
Study the strengths and weaknesses of their major competitors; they capitalize on their
competitors weaknesses

A doctor who has been professionally trained in medicine will surely throw scientific objections
regarding the product detailed and the medical representative should be able to formulate an equally
scientific solution to resolve it. This is possible only if he/she constantly refines his/her knowledge.

S-SYSTEMS
Handling the objection stepwise
Step one: Be an active and patient listener. Listening well is a skill that requires concentration and
effort. When a doctor raises an objection, your first impulse is to jump in and defend yourself, your
product or your company. However, if you really pay attention to what the doctor is saying, you'll stop
thinking about how to contradict him or her and start thinking of the questions you need to ask to get to

the doctor's real concerns. We think seven times faster than we speak. So while we are listening, our
minds are racing ahead. This can be distracting if what we are thinking is not related to what is being
said.
Step two: Reduce tension by acknowledging the objection. A key step in handling an objection is to
lower the tension it creates. One can reduce tension by acknowledging the objection and thanking the
physician for the question.
Step three: Ask the doctor to explain the objection. This indeed is an important step toward
understanding an objection, is to clarify the question. Probing the question to reach and know the actual
intention of the objection is required. Too often, representatives make assumptions about the
physician's concerns and actually answer the wrong question.
Step four: Set up the ground rules. Commit to an agreement. The fourth step involves seeking a
common point where both sides agree. It can be an agreement to read a clinical reprint, conduct a
product trial on new patient types or attend an educational forum. It may sound like this: "Doctor, now
that the question has been resolved, would you agree to prescribe Drug X in your Y patients?"
Step five: Answer the objection with benefits.
Step six: Confirm the answer. Make sure you've answered the objection without any misunderstandings
or reservations. Ask the doctor, "Is there anything I've left out that you need to know?" "Does that
answer your question?" "Does that solve the problem?" or "Does that address your concern?" If the
doctor hesitates or says, "Not really," then it's time to probe further. If the doctor says yes, you might
respond, "Well, Doctor, you agreed that if I answered your main concern, you would prescribe
(_______) for your (_______) patients.

The aim of argument, or of discussion, should not be victory, but progress.


T- TACTICS
Understanding types of objections:
Objections can be grossly classified in various virtues relating to various aspects of the product. Which
are as follows:
1) Medical/Scientific: Various objections are related to formulation, ingredients, quantity of ingredients,
indications, contraindications, efficacy, drug interactions, dose and durations, etc.

For example:
a) Your Extrammune tablet is not as effective as Septilin tablets
b) My patients of male infertility, whom I prescribe your tablet Addyzoa cant wait for 90 days to
know whether it improves his sperm count
2) Marketing: Objections related to price, packing, physical features, etc
For example:

a) Your Tab. Hyponidd is very expensive compared to Metformin.


The reasons why the standard stereotyped response of defences or justification falls flat on its face
should now be obvious.
There is a good-engineered tactic to merit an effective response. It requires no great skill to apply,
but it does require self-confidence, a little bit of practice and a spoonful of courage. The directions
are as follows,

The skilled representative will pause slightly after offering each of the alternative
reasons, wait for the physician to reply before saying anything else.
These fifty words take all of thirty seconds to say at a natal conversational pace, but for
all that they make a high impact.
For one, the physician receives confirmation that his comment has been heard and taken
seriously. For another, the representatives question demonstrates an intelligent
consideration of possible alternatives and finally, and most importantly, the physicians
reply gives the representative the opportunity to come to grips with the real concern.
Offering the physician three alternatives from which to pick his reply keeps the proceedings in
the comfort zone of both parties, and the chances are also high that one of the three reasons
does indeed apply.
In the event that the physicians real reason for saying the product is priced high is one of the
less palatable ones (5 to 10,above), offering three of the more obvious alternatives is a facesaving advice.
If his reason is one of the unflattering ones, and he therefore does not want to voice it, the
physician can (and usually will) pick at random one of the three offered by you, and keep the
transaction on a socially acceptable level.
Even though the representative has probably heard the objection many times before, and has the
respond instantly would be to devalue the physicians statement, to make it appear that the
objection is so lightweight that it can be easily brushed aside. This is poor psychology. Instead, the
representative should make it appear that he is thinking about the problem before he actually
delivers the answer. This conveys to the physician that his words merited serious consideration.

3) Sales promotion: Objections related to remembering product names, promotional schemes or gifts
For example,
a) You are not regular in your calls, therefore, I cant remember your products when I want to
prescribe
b) You have not given my gifts as you have earlier committed for my 50 prescriptions
c) You are not giving any scheme, otherwise I would have prescribed your product like anything

4) Distribution: Objections related to availability of prescribed medicines

For example, I prescribe your Vomiteb, Extrammune, Spasma but most of the times my patients
dont get them at right time. They have to search many chemists shops which costs more that the
cost of the actual medicine. I am fed up of getting my prescriptions bounced.
Summary
Objections are really opportunities to move the sales call beyond what the physician sees as a barrier.
They are the foundation upon which you can build a sale, because they give you insight into the needs
and concerns of others. With that information, you can show the physician how your product can meet
those needs. Combining the objection-handling model with your true knowledgeable personality will
result in better dialogue and stronger customer relationships!

OO (AFTER PAGE 7 OF M2TONE)

M2-Tone
COMMONLY RAISED OBJECTIONS
A)

I do not prescribe any medicines during pregnancy?

Physicians concern: I am concerned about the safety of my patients.


Opportunity: 1) Explain the safety of M2-Tone during pregnancy
2) Can extend the utility of M2-Tone
Ideal responseDoctor I appreciate your concern about the safety of your patients. M2-Tone is a herbomineral
composition and none of its ingredients have been found to be unsafe in pregnancy. But since no clinical
trials have been conducted to prove the safety we recommend the administration of M2-Tone after the
first trimester of pregnancy.

B)

Everybody says that his medicine is a comprehensive therapy in DUB

Physicians concern: I doubt the claims made by you.


Opportunity: Promote the scientific information on M2-Tone.

Ideal response:
Doctor M2-TONE is a comprehensive non-hormonal herbomineral formulation used for treatment of all
types of menstrual irregularities. M2-TONE acts on H-P-O (hypothalamus-pituitary-ovarian) axis and has
selective action on estrogen levels in the body so it is effective in both scanty as well as excessive
menstrual bleeding
M2-TONE by its antispasmodic properties reduces excessive menstrual flow and spasmodic pain during
menstruation. Being a haematinic it maintains nutritional balance. It improves the endometrial lining of
the uterus. M2-TONE also relieves anxiety and tension experienced by some women during
menstruation.
Thus M2-Tone takes care of all the problems faced by the patient with DUB.
C)

I doubt the efficacy of M2-TONE in all types menstrual irregularities

Physicians concern: I want some more information to confirm the efficacy of M2-Tone
Opportunity: Promote the scientific information on M2-Tone.

Ideal responseDoctor M2-TONE can be prescribed in DUB (dysfunctional uterine bleeding) and other menstrual
irregularities. It corrects estrogenic insufficiency by correction of H-P-O axis and regularizes the
menstrual cycle. M2-Tone has selective action on estrogen levels in the body; it is effective in both
scanty as well as excessive menstrual bleeding. Due to its antispasmodic action it is effective in lower
abdominal pain just before menstruation and during menstruation. Being a haematinic it maintains

nutritional balance. M2-TONE also relieves anxiety and tension experienced by some women during
menstruation.
Thus M2-TONE takes care of all types menstrual irregularities.

D) Why should I prescribe M2-TONE when I am comfortable with Allopathic drugs?


Physicians concern: I want to evaluate the efficacy of herbal formulations over modern medicines
Opportunity: Explain the competitive advantage of M2-Tone over modern medicines
Ideal responseDoctor M2-Tone definitely scores over the Allopathic medicines by taking care of their limitations. There
is no modern medicine that takes care of DUB as well as unexplained infertility M2-Tone addresses both
the problems. Modern medicine like oral contraceptives, NSAIDs and antispasmodics that are used for
DUB have certain side effects. M2-Tone does not have any side effect and can safely be used for long
term.
Clomiphene citrate, which is used for ovulation induction, is known to cause hyper stimulation of ovaries
leading to multiple pregnancies. M2-Tone does not cause such a problem. The modern medicines have
drug interactions with other medicines used by the patient. M2-Tone does not have any drug
interactions.

E)

I do not find any role of M2-Tone in my IUI / IVF patients?

Physicians concern: I doubt the efficacy of M2-Tone in a specialized protocol


Opportunity: Promote the scientific information on M2-Tone
Ideal responseDoctor decreased endometrial receptivity can be the probable cause of unexplained infertility. Currently
there is no conventional medicine for increasing the receptivity of the endometrium. M2-tone being a
potent pro-estrogenic agent corrects the H-P-O axis and regularizes the menstrual cycle. By restoring the
natural balance between hormones, emotions and nutrition it increases the vascularity of the
endometrium. Healthy endometrium is more receptive for egg implantation. M2-Tone does not have
any side effects. Hence M2-Tone can be prescribed to the infertile female patients for 3 months before
going for IUI/IVF.

* AFTER PAGE 7 OF LIVOMYN


LIVOMYN
Role of Livomyn in management of Liver disease
Conventional treatment

Livomyn offers

Viral Hepatitis
Antiviral agents: Take care of viral
infiltration and the inflammation
Antioxidant: Reduces the oxidative stress
and helps in the prevention of further
damage and regeneration of liver

Antiviral property: takes care of viral infiltration

Antioxidant property: Reduces the


oxidative stress and helps in the prevention
of further damage and regeneration of liver
Hepatocyte protection
Kupffer cell protection

Cholerectic agents: Release the obstructed


bile flow

Anti-inflammatory, Immunomodulators
property
Cholerectic property: Releases the obstructed
bile flow

Alcoholic Hepatitis
Complete abstinence from alcohol: allows natural regeneration of liver cells
Immunomodulators: take care of
inflammation
Antioxidant: Reduces the oxidative stress
and helps in the prevention of further
damage and regeneration of liver

Anti-inflammatory, Immunomodulators
Antioxidant property: Reduces the oxidative
stress and helps in the prevention of further
damage and regeneration of liver
Hepatocyte protection: restores integrity of
hepatocytes that are ballooned due to fat
accumulation
Antifibrotic property: It prevents
prefibrogenesis of liver and also reverses
profibrogenic events

Drug induced Hepatitis


Stop the drug therapy
Antioxidants: Reduces the oxidative stress
due to the drug detoxification process and
helps in the prevention of further damage
and regeneration of liver
Cholerectic agents: Release the obstructed
bile flow

Antioxidant property: Reduces the oxidative


stress and helps in the prevention of further
damage and regeneration of liver

Hepatocyte protection
Anti-inflammatory, Immunomodulators
Cholerectic: Release the obstructed bile flow

COMMONLY FACED OBJECTIONS


A) Why should I prescribe Livomyn if I am satisfied with Liv 52?
Physicians concern: I do not want to lose my patients by prescribing the medicine whose efficacy is not
known to me
Opportunity: 1) Explain the efficacy of Livomyn

2) Highlight the clinical trials conducted for Livomyn

Ideal response:
Doctor Livomyn is a hepatoprotector that offers antiviral, anti-inflammatory and anti-oxidant properties
in liver disorders. It protects, regulates and rejuvenates the liver in viral, alcohol and drug-induced
hepatitis. Various clinical trials have been conducted to evaluate the efficacy and safety of Livomyn in
liver disorders.
Charak Pharma is known for its effective and safe phytomedicines. Doctor, you yourself may have used
other products of Charak Pharma.Why dont you try Livomyn in just 1 or 2 patients and check for
yourself.

B)

Is Livomyn safe in pregnancy?

Physicians concern: I doubt if Livomyn can cause any teratogenic effects in the fetus
Opportunity: Explain the safety of Livomyn during pregnancy

Ideal response:
Doctor Livomyn is a complete herbal composition. None of its ingredients have been found to be unsafe
in pregnancy. Therefore we recommend the administration of Livomyn after the first trimester of
pregnancy.
C)

Everybody says that his hepatoprotector is Gold Standard?

Physicians concern: I doubt efficacy of Livomyn as a hepatoprotector


Opportunity: 1) Explain the efficacy of Livomyn

2) Highlight the clinical trials conducted for Livomyn


Ideal response:
Doctor Livomyn is a hepatoprotector that offers antiviral, anti-inflammatory and anti-oxidant properties
in liver disorders. It protects, regulates and rejuvenates the liver in viral, alcohol and drug-induced
hepatitis. It restores the integrity of hepatocytes and has the unique property to reverse the
hepatotoxininduced pre-fibrogenic events. Livomyn, the immunomodulators decreases the
inflammatory response. And it also increases the production and excretion of bile.

The clinical trials have been conducted to prove the safety and efficacy of Livomyn. Various doctors have
used Livomyn for quite a long time and no side effects have been reported as yet. Looking at the
benefits and safety of Livomyn it is advisable to prescribe Livomyn as a hepatoprotector
C)

I doubt the efficacy of Livomyn in Hepatitis due to different etiologies?

Physicians concern: I doubt efficacy of Livomyn as a hepatoprotector


Opportunity: 1) Explain the efficacy of Livomyn

2) Highlight the clinical trials conducted for Livomyn


Ideal response:
Doctor Livomyn protects, regulates and rejuvenates the liver in viral, alcohol and drug-induced hepatitis.
In viral hepatitis Livomyn exhibits antiviral properties. In alcohol-induced hepatitis it restores the
integrity of hepatocytes reverses the hepatotoxininduced pre-fibrogenic events. In drug-induced
hepatitis Livomyn acts as an antioxidant, which takes care of the free radicals formed in the drug
detoxification process.

Thus Livomyn is effective in hepatitis due to different etiologies.


D) Why should I prescribe Livomyn when I am comfortable with Allopathic drugs?
Physicians concern: I doubt the efficacy of herbal formulations
Opportunity: 1) Explain the efficacy of Livomyn

2) Highlight the clinical trials conducted for Livomyn

Ideal response:
Doctor Livomyn definitely scores over the Allopathic medicines by taking care of their limitations. In
modern medicine there is no hepatoprotective (liver protective) drug. Doctors depend only on wash out
period after drug treatment with any modern medicine.
The modern drugs that are prescribed for viral, alcohol and drug-induced hepatitis have side effects.
Livomyn is an herbal hepatoprotector drug. It protects, regulates and rejuvenates the liver. It does not
have any side effects neither are any adverse drug interactions reported as yet. Various clinical trials
have been conducted to prove the safety and efficacy of Livomyn. Livomyn can be safely used as a coprescription with any modern medicine.
SS (AFTER PAGE HYP 4)

Therapeutic dosage is believed to be 4gm/day but instead it is being given only 2gm/day, hence
the claimed benefits with the sub-therapeutic dosage is questionable.
The bioavailability of MYO-INOSITOL in tablets (compressed form) is just close to 30%
In an altered inositol metabolism, where MYO-INOSITOL is not converted into DCI, external
supplementation of MYO-INOSITOL is unreasonable
HYPONIDD (PCOS)

Conventional treatment
Metformin- It is an insulin sensitizers it
decreases insulin resistance
Clomiphene citrate- It is an antiestrogenic
medicine and induces ovulation

What does Hyponidd offer


Insulin sensitization

Ovulation induction
Hypolipidemic, anti-obesity and
antioxidants properties

COMMONLY RAISED OBJECTIONS


A)

I have never heard of herbal medicine for PCOS?

Physicians concern: I am doubtful about the efficacy of Hyponidd in PCOS


Opportunity: 1. Explain the efficacy of Hyponidd
2. Highlight the clinical trials conducted for Hyponidd

Ideal response:
Doctor HYPONIDD is an effective herbomineral insulin sensitizer. In PCOS it improves ovulatory function
and several metabolic derangements associated with insulin resistance.
HYPONIDD increases insulin sensitivity and thereby corrects all the three axes namely metabolic,
reproductive and steroidogenic. Hyponidd supplements D-chiro-inositol, which is necessary for
correcting the insulin sensitivity. Hyponidd also has hypolipidemic, anti-obesity and antioxidants
properties.
The clinical trials have been conducted to prove the safety and efficacy of Hyponidd. Various doctors
have used Hyponidd for quite a long time and no side effects have been reported as yet. Thus Hyponidd
can be prescribed in PCOS as an herbal insulin sensitizer.

B)

Why should I prescribe Hyponidd when I am comfortable with Allopathic Drugs?

Physicians concern: I am doubtful about the efficacy of Hyponidd in PCOS


Opportunity: 1. Explain the efficacy of Hyponidd
2. Highlight the clinical trials conducted for Hyponidd
Ideal response:
Doctor Hyponidd definitely scores over the Allopathic medicines by taking care of their limitations.
Modern insulin sensitizers and have certain mild side effects like GI tract
disturbances, some
serious side effects like lactic acidosis and chronic treatment is associated with decreased Vit B12
absorption. Clomiphene citrate, which is prescribed to induce ovulation in PCOS, also has side effects
like hyper ovarian stimulation. Modern insulin sensitizers do not address the abnormality completely (all
the three axes). Hyponidd is not only an insulin sensitizer but also has hypolipidemic, anti-obesity and
antioxidants properties; therefore it is effective in all the three axes.

HYPONIDD is an effective herbomineral insulin sensitizer. It corrects all the three axes namely
metabolic, reproductive and steroidogenic. Hyponidd does not have any side effects; it is well
tolerated by the patients.
C) How does Hyponidd score over modern medicines the efficacy in hirsutism and acne?

Physicians concern: I am doubtful about the efficacy of Hyponidd in hirsutism and acne
Opportunity: Explain the efficacy of Hyponidd
Ideal response:
Doctor hirsutism and acne are the symptoms of disorder of steroidogenic axis (increased
testosterone levels). Antiandrogenic drugs are used as a conventional treatment for excessive amount of
testosterone production in the female. They have various side- effects like occasional vaginal bleeding,
hepatitis and hyperkalemia. Hyponidd corrects hyperandrogenism by decreasing the insulin resistance.
Hyponidd does not have any side effects

D)

What do you mean by saying Hyponidd has a D-chiro-inositol edge?

Physicians concern: I want to know the exact mechanism of action of Hyponidd


Opportunity: Promote the scientific information of Hyponidd

Ideal response:
Doctor Hyponidd is a herbomineral insulin sensitizer and it takes care of the insulin resistance, which is
known to be the root cause of PCOS. Flavonoid constituents of Pterocarpus marsupium present in
Hyponidd are insulinogenic because they influence D-chiro-inositol levels. A patient suffering from PCOS
has reduced levels of D-chiro-inositol, which is an important component of the outer covering
membrane of the cells. D-chiro-inositol is essential for many biological processes in the body and it
supports a number of essential "signaling molecules" that instruct cells how to behave. D-chiro-inositol
supplementation has proven to influence the action of insulin in women who have insulin resistance and
hyperinsulinemia

E)

I do not find any role of Hyponidd in my IUI / IVF patients?

Physicians concern: I doubt the efficacy of Hyponidd in a specialized protocol Opportunity: Promote
the scientific information of Hyponidd
Ideal response:
Doctor Hyponidd is a herbomineral insulin sensitizer and it takes care of the insulin resistance, which is
known to be the root cause of PCOS. Hyponidd is effective for ovulation induction in PCOS.Clinical trials
have been conducted to support this claim. For PCOS patients going for IUI/IVF for infertility Hyponidd
can be prescribed for ovulation induction. It does not have any sideeffects nor does it have any drug
interactions with modern medicines; so it can also be safely combined with Clomiphene citrate for
ovulation induction

F)

Can a PCOS patient not having diabetes be given Hyponidd?

Physicians concern: I am doubtful about the efficacy of Hyponidd in PCOS


Opportunity: Explain the mechanism of action of Hyponidd
Ideal response
Doctor insulin resistance is the root cause of PCOS. Initially the body tries to cope with the insulin
resistance by increasing insulin production. Hence during this stage diabetes is not evident but later on
diabetes manifests. But Hyponidd can be prescribed to such a patient for increasing insulin sensitivity.

ZZ (AFTER PAGE ADDY 4)

ADDYZOA
ROLE OF ADDYZOA IN MALE FUNCTIONAL INFERTILITY:
Conventional therapy
Clomiphene citrate (CC): Induces
spermatogenesis in oligospermic and
asthenospermic cases. CC is effective in
patients in which pituitary glands &
testes are responsive.
Antioxidant therapy like CoQ10, vit.E in
teratospermia. ROS induced damage is
generally responsible for teratospermia
(abnormal sperm morphology). CoQ10 is
a mitochondrial enzyme, which is
involved in the chemical breakdown of
glucose for energy production.

Addyzoa offers
Spermatogenesis: by regeneration of
seminiferous tubules
Sperm hyperactivation: improves sperm
kinematics, eases sperm passage to ovum
Antioxidant: Flavonides are natural
antioxidants. It is proven that multifold
antioxidant defence has better effect
compared to single antioxidant therapy

COMMONLY RAISED OBJECTIONS:


A)

Your Addyzoa is not that effective.

Physicians concern: I am little sceptical about the efficacy of Addyzoa.


Opportunity:
1. Highlight the efficacy of Addyzoa wrt clinical trials.
2. Emphasize on completion of the course.
Ideal Response:
Doctor, like most of the drugs Addyzoa also needs to be taken in appropriate
dose for the stipulated course of 90 days. Addyzoa is found to increase sperm
count by 43.8% and sperm motility by 100.5% at the end of 90 days.
B)

I am finding CoQ10 is the best drug in male functional infertility.

Physicians concern:
Opportunity:
Ideal Response:

I am afraid of shifting on to new product like Addyzoa. Whether it will be as


effective as CoQ10?
Inform him about the supportive clinical studies, to build his confidence in
Addyzoa.
Doctor, we have studied Addyzoa vis--vis CoQ10. It has shown superior results
compared to CoQ10, in terms of increasing sperm count and motility, and
reduction in ROS mediated damage to the sperms leading to abnormal
morphology

C)
ART specialist: When I perform ICSI, the sperm is immobilised. So this
hyperactivated motility you are talking about is the feature not needed at all in ICSI.
Physicians concern:
Opportunity:

What is the role of Addyzoa in ICSI patients?


Describe the relation between sperm quality and its hyperactivation ability.

Ideal Response:

Doctor, presently there is no fixed criterion to select a sperm to perform ICSI.


Selection of better quality sperm will maximise the chances of fertilisation. Now
it is proven that the functional parameters (like hyperactivation) decide the
quality of the sperm and its ability of acrosome reaction and zona binding.
Complete course of antioxidant therapy like Addyzoa followed by ICSI will
certainly enhance the success rate of ICSI.

XX (AFTER PAGE GT 2)
GUM TONE

ROLE OF GUM TONE IN GINGIVITIS AND PERIODONTITIS:


Conventional therapy

Chlorhexidine is the most effective


and thus preferred chemical drug in
periodontitis and gingivitis.
Unfortunately, chlorhexidine shows
many side effects like discoloration
of teeth, unpleasant taste, loss of
taste perception.

Gum Tone offers

Anti plaque activity


Inhibits the growth of salivary
bacteria and prevents the formation of
cavities.

Maintains oral hygiene: Thus Gum Tone


has an effective role in the preventive
dentistry.
Astringent activity: Strengthens the
gums and arrests bleeding.

Anti-inflammatory and analgesic

Long lasting natural fresh breath

COMMONLY RAISED OBJECTIONS:

A)

From Dental Surgeons / Periodontists:


a) I prefer surgical therapy.

Physicians concern:
Opportunity:

I am a dental surgeon. I do not want to lose my patients trying drug therapy.


To find a place for Gum Tone in the line of management followed by the
periodontist.

Ideal Response:

You are certainly right Doctor. We also do not expect you to replace the surgical
therapy by our medicine. Our sincere request is that after scaling and cleaning
dental pockets, generally you leave the pockets to heal naturally. At that stage
Doctor, you may find Gum Tone useful for faster healing.

b) I have tried similar products. But, I am happy with Chlorhexidine.


Physicians concern:
Opportunity:

I do not afford to lose the patients in the experimentation.


To promote the product on scientific foundation.

Ideal Response:

Doctor, we do not want to interfere in your routine prescriptions. Chlorhexidine


is certainly the most effective and thus preferred drug of choice in periodontitis.
Unfortunately, chlorhexidine shows many side effects like discoloration of teeth,
unpleasant taste, loss of taste perception. Hence, though necessary, the
periodontists discontinue chlorhexidine after the consistent use for 2-3 months.

Doctor, we cannot comment upon similar products of other companies; but


Gum Tone is found to have antibacterial effect similar to chlorhexidine, without
any side effect. (Explain him the trial of Dr Pradeep.)
c) Dental powders however micro fine they may be, cause abrasions and worsen the
dental pockets / spongy gums. You can not also wash / rinse them out completely.
Physicians concern:
Opportunity:

I feel hesitated to try powders in such conditions.


Promote Gum Tone gel.

Ideal Response:

Doctor, I agree with you. In such cases I request you to try Gum Tone gel. Most
of the dentists prefer Gum Tone powder specifically to maintain oral hygiene in
healthy patients or to prevent recurrence of the problem. We receive feedback
from them that the powder gives better astringent effects.

YY (AFTER PAGE EVA 1)


EVANOVA
Role of Evanova in management of menopausal symptoms
Pathogenesis
Estrogen deficiency
Psychological distress

Conventional treatment
Hormone replacement
therapy
Sedative agents

What does Evanova offer


Selective estrogen receptor
modulator (SERM)

Herbal tranquillizers

COMMONLY RAISED OBJECTIONS


A)

I generally prefer HRT for my patients

Physicians concern: Explain the efficacy of Evanova


Opportunity: Promote the scientific information on Evanova
Ideal response:
Doctor as you know that Hormone Replacement Therapy (HRT) is the conventional treatment of
menopausal symptoms but at the same time it has many side effects. EVANOVA is the non-hormonal
approach to achieve best prophylaxis and for relief from postmenopausal symptoms without ill effects
of HRT. It reduces the mental and physical distressing symptoms caused by menopause and also
prevent the sequelae of menopause.

The clinical trials have been conducted to prove the safety and efficacy of Evanova.Various
doctors have used Evanova for quite a long time and no side effects have been reported as yet.
Looking at the benefits and safety of Evanova it is advisable to prescribe Evanova for
management of pre and postmenopausal symptoms.
B) When I am happy with the other herbal formulations why should I switch over to Evanova?
Physicians concern: Explain the efficacy of Evanova
Opportunity: Promote the scientific information on Evanova
Ideal response:
Doctor there are various herbal formulations in the market. All of them differ in their constituents.
Either they have different ingredients or similar ingredients in different combinations.
Evanova is an intellectually and accurately planned formulation for management of menopausal
symptoms. Soya the major ingredient of Evanova is the phytoestrogen with SERM activity. Other
ingredients present in Evanova are responsible for its cardioprotective, hypolipidemic, anxiolytic
relieving psychogenic postmenopausal symptoms and osteoporosis preventive properties.
These are some of the plus points of Evanova, which make it score over other herbal formulations used
for management of menopausal symptoms.

C) I do not want my patients to take any medicine for a long time?


Physicians concern: Explain the efficacy of Evanova
Opportunity: Promote the relevant information on Evanova
Ideal response:
Doctor Evanova is recommended for 6 months and can be continued after that until the symptoms
persist but it need not be taken life long
D) Within how many days are postmenopausal symptoms relieved after starting Evanova?
Physicians concern: Explain the efficacy of Evanova
Opportunity: Promote the scientific information on Evanova
Ideal response:
Doctor Evanova is prescribed in a dose of 1 capsule twice a day. EVANOVA can be continued as long as
required because it has been specially formulated for long-term usage.
The vasomotor symptoms will usually respond within a few weeks of commencement of therapy;
thereafter EVANOVA therapy should be continued till all other symptoms disappear.

AA (AFTER PAGE CAL 3)


CALCURY
SYNERGISTIC ROLE OF CALCURY IN URINARY CALCULI:
Conventional therapy

Calcury offers

In modern medicine there is no


lithotryptic drug. Only
Hydrotherapy is recommended. For
stones >8 mm in size, surgical
interventions are prescribed.

Lithotryptic action (stonedisintegration and crushing),


facilitates the passage of calculi

Pain killers like Diclofenac sodium or


other suitable agent

Anti-inflammatory and analgesic action


in milder pains
Antibacterial activity without any side
effect

Suitable antibiotics if UTI is


associated, but they themselves carry
a lot of side effects
Increased fluid intake and the dietary
controls, also diuretics like Frusemide
(Lasix) or Milk of magnesia in order to
prevent recurrence

Diuresis and Improvement in urine


metabolic parameters

COMMONLY RAISED OBJECTIONS:

A) By Urosurgeon:
a)

I prefer Shock wave lithotripsy or surgical therapy.

Physicians concern: This is basically a surgical problem. Then why to rely upon the drug
therapy?
Opportunity:
To find a place for Calcury in the line of management followed by the
urosurgeon.
Ideal Response:

You are certainly right Doctor. We also do not want you to replace the surgical
therapy by our medicine. Our sincere request is that if you come across any
patient who is not willing to go for surgical treatment, or the individuals in
whom surgery is contra-indicated, please do prescribe Calcury in such patients.
Calcury prevents the recurrence of urine stones. So Doctor, after surgery or
short wave lithotripsy, do prescribe Calcury for the betterment of your patients.

b)
Most of the stone-crushing drugs act as placebo. Actually results obtained are on account of
increased water intake (Hydrotherapy).
Physicians concern: I believe in scientific data which will prove that the results can be subscribed to
your drug.
Opportunity:
Provide the scientific evidences to the physician.

Ideal Response:

Doctor, we do not deny the importance of Hydrotherapy in the management of


urine stones. But stones >5 mm do not respond to hydrotherapy when tried
alone. In such patients, we have conducted some clinical trials, where Calcury
improves clinical features of the disease as well as the metabolic parameters of
the urine. These trials are conducted by well known Urosurgeons like. I
request you to have a look at them.

c) On what basis do you claim that Calcury will prevent the recurrence?
Physicians concern: I believe in scientific evidences.
Opportunity:
To provide him scientific data.
Ideal Response:

Doctor, as you know better, low urine volume with acidic pH and excessive
excretion of micronutrients like Ca, oxalate, lead to formation of urine stones.
Calcury improves these metabolic parameters of urine like pH, urine Calcium,
urine Oxalate, urine Uric acid, urine Phosphate. Thus Calcury attacks the
causative factors of stone formation, which helps to prevent the recurrence.

B) By GPs:
a)

I tried Calcury. It disintegrates the calculi, but not an effective painkiller.

Physicians concern:
Opportunity:

I am comfortable with routine painkillers.


To restore the positioning of product in the Physicians mind.

Ideal Response:

I agree with you Doctor. Calcury basically is useful in disintegration and safe
passage of stone, and to prevent recurrence of the disease. It controls milder
pains only. But Calcury is not as effective painkiller as Voveran or Tramadol. You
can continue with a suitable painkiller if needed along with Calcury. Calcury
does not interact with these painkillers.

b)
Restricted calcium diet is preferred in urine stone, whereas your product (Calcury)
contains calcium supplement. So I dont write it to my patients.
Physicians concern: Your formulation is not in tune with my medical knowledge.
Opportunity:
To rectify the Physicians assumptions with the scientific evidences.
Ideal Response:

Doctor, Medicine is an ever-changing science. In the 16th edition of Harrisons


Manual of Medicine reprinted in 2005 and in many other recent books on
medicines, approach to Ca restricted diet in urine stones has been changed.
They mention that in contrast to prior assumptions, dietary calcium intake does
not contribute to stone risk; rather, dietary calcium helps to reduce the oxalate
absorption and reduce stone risk. Hazaral yahud pishti in CALCURY is a rich
source of calcium that helps to reduce oxalate absorption and thus reduces
stone risk.

TT (AFTER PAGE EXT 2)


EXTRAMMUNE
SYNERGISTIC ROLE OF EXTRAMMUNE IN RECURRENT INFECTIONS AND DECLINED IMMUNITY:
Conventional therapy

Extrammune offers

Modern medicines offer


no concrete solution for
these conditions. They rely
upon either vitamin /
mineral supplements, or
higher doses and newer
versions of antibiotics and
corticosteroids where
NSAIDs fail to control
inflammation.

Antioxidant action: Herbs are the reservoir of


flavonides (natural antioxidants). It is proven that
multifold antioxidant defence has better effect compared
to single antioxidant therapy
Enhancement of immunity: If the host defence mechanisms
are active and intact, a minimum inhibitory effect, such as
that provided by bacteriostatic agents, may be sufficient. This
helps in treating infections with commonly used antibiotics
without the risk of adverse events that would occur with
higher doses of powerful antibiotics.

Immunomodulation: enhances bodys own antiinflammatory response. This reduces the requirement of
the steroids, which itself again helps to improve the host
immunity.
COMMONLY RAISED OBJECTIONS:

A)
Do you mean we should stop writing antibiotics and start prescribing Extrammune
in the infections?
Physicians concern:
Opportunity:

What is exact role of Extrammune in the infections? Is it capable of replacing


antibiotics?
To position Extrammune as a co-prescription with antibiotics.
Ideal Response:Doctor, antibiotics are the blessings of modern medicines to the
mankind, and we do not deny their importance in the medical prescriptions. But
as you know efficacy of the antibiotics is vastly dependent on the immune
response of the host. If we co-prescribe Extrammune, 1) we need lower doses of
antibiotics. 2) We may not require powerful antibiotics for minor infections and
thus can avoid drug-resistance to simpler antibiotics. 3) The body can cope up
better with the side / adverse effects of the antibiotics. 4) Enhanced immunity
with Extrammune will avoid frequent recurrence of the infections.

B)

I find Septilin has good results. I dont see any reason to switch over to any other medicine.

Physicians concern:
Opportunity:

I do not afford to lose the patients in the experimentation.


To promote the product on scientific foundation.

Ideal Response:

Doctor, we do not want to interfere in your routine prescriptions. I would like to


leave some of the physicians samples with you. You can try them in some of the
patients who are unwilling to continue with Septilin. And I would like to have
feedback from you, positive or negative may it be.

Doctor, Extrammune is based on the famous Ayurvedic generic


formulation Balchaturbhadra Rasa. This drug is a blend of antioxidant
herbs. It is used in the children as well to improve their immunity, and is
well appreciated by Ayurvedic physicians. Extrammune contains many of
such antioxidant herbs (Guduchi, Manjishtha) in almost 2-3 times more in
the qty as compared to their concentration in Septilin. Septilin does not
contain some known immunomodulators like Turmeric (Haridra) and
antioxidant spices like Trikatu, which are present in abundance in
Extrammune.
C)

Most of your products are to be taken for longer duration. It is same with Extrammune.

Physicians concern:
Opportunity:

I am not convinced on prolong use of these medicines.


To promote the product as a radical treatment.

Ideal Response:

Doctor, as you know we are not in the business of killing the germs. We
believe that better quality of host-immunity will not allow the germs to
create diseased condition. Root cause of most of the infectious diseases is
the poor immune response, and that is why amongst many individuals
facing same risk, only a few of them fall prey to the infections. On the
other hand, if the host defence mechanisms are active and intact, a
minimum inhibitory effect, such as that provided by bacteriostatic agents,
may be sufficient for stronger infections. This helps in treating severe
infections with commonly used antibiotics without the risk of adverse
events that would occur with higher doses of powerful antibiotics.
Doctor, improvisation of the immune system is just like imparting training
to the defense system and intelligence of the body as a whole. Certainly at
this stage it takes little longer duration to improve the whole system; but
that will help your patients to avoid many disease conditions in the future.

D)
Will Extrammune not interact with modern drugs if co-prescribed? Is it safe even in pregnant
women?
Physicians concern:
Opportunity:

I need assurance of your drug.


To highlight safety profile of the drug.

Ideal Response:

Doctor, Extrammune contains the herbs, which are commonly used in patients
of all age groups, in different conditions and along with therapies of other

streams. We have got no feedback on drug interactions or any side or adverse


effects of Extrammune till now.

Doctor, Extrammune syrup is based on the famous Ayurvedic generic


formulation Balchaturbhadra Rasa. This drug is a blend of antioxidant
herbs. It is used in the children as well to improve their immunity, and is
well appreciated by Ayurvedic physicians for its safe and effective use in
the kids. Thus it is very safe in younger patients and the pregnant women.

OBENYL NUTRA

OBENYLNUTRA is a unique combination of scientifically proven effective and safe herbs and
nutritional supplements.
Obenylnutra is the weight management supplement enriched with fat burners HCA, CLA &
essential micronutrients
HCA is hydroxy citric acid, an active ingredient standardized to 50 %
OBENYLNUTRA is a nutritional supplement for controlling obesity & preventing obesity related
complications along with lifestyle modifications
Enhances satiety effect
Regulates serotonin level
Increases energy expenditure
Ensures healthy weight reduction by reducing cravings/ appetite
Doesn't cause rebound weight gain
Doesn't cause cardiovascular side effects
Competitive Advantage of OBENYL NUTRA

First of its Kind in Obesity Management


Unique combination of Nutraceuticals & Phytomedicines
Contains HCA standardized to 50% which offers higher efficacy as compared to other
brands & also ensures healthy weight reduction by reducing cravings/ appetite
OBENYL NUTRA is essential in Obesity management as it controls obesity & prevents
its complications
Drawbacks of allopathic molecules
ORLISTAT:
- It causes frequent bowel movements and oily feces (also known as steatorrhea).
- Studies have shown that long term consumption of Orlistat will increase the takers
chance of contracting breast cancer.
SILBUTRAMINE, PHENTERMINE:
- They cause cardiovascular side effects.
- Sibutramine, taken off from US market, as it increase blood pressure and cause a dry
mouth, an increased appetite and dysgeusia(Lack of sense of taste)
- These molecules are not having great share in the indian market

NUTRABET

A breakthrough synergistic blend of phytomedicines & nutraceuticals


Reduces exhaustion & fatigue with strong nutritional support
Helps to bridge the nutritional gap in a restricted diet
Helps to maintain glucose homeostasis
Minimizes complications of diabetes (Macro and Micro complications)
Maintains lipid levels and thereby prevents cardio-vascular complications
Improves nerve function , immune function and attenuates complications developed in diabetic
patients.

COMPETITION
NUTRABET is a superior formulation as compared to
competition
Over Diabetone (Meyer Organics)
NUTRABET is a breakthrough synergistic combination of
Phytomedicines & Nutraceuticals which provides a
comprehensive support in diabetes care.
Diabetone does not contain Phytomedicines such as
Curcuma longa, Emblica officinalis, Andographis paniculata
& others, hence lacks the benefits offered by them.
Over Diavit (Franco Indian)
NUTRABET is a breakthrough synergistic combination of
Phytomedicines & Nutraceuticals which provides a
comprehensive support in diabetes care.
Diavit does not contain Phytomedicines such as
Curcuma longa, Emblica officinalis, Andographis paniculata
& others hence lacks the benefits offered by them.
NUTRABET offers 30 mg of L-Carnitine thereby helps to
minimize the risk of diabetic complications.
Diavit does not contain L-Carnitine hence lacks to offer
this benefit.