CLOSING TECHNIQUECLOSING TECHNIQUE

THIS IS POTENTIALLY THE MOST EXCITING AND THIS IS POTENTIALLY THE MOST EXCITING AND REWARDING PHASE OF THE SALES DIALOGUE AND REWARDING PHASE OF THE SALES DIALOGUE AND

IS THE CULMINATION OF ALL OTHER ACTIVITIES.IS THE CULMINATION OF ALL OTHER ACTIVITIES.

MANY SALESPEOPLE ARE EXCELLENT IN MANY SALESPEOPLE ARE EXCELLENT IN DISCUSSING THEIR PRODUCTS WITH THEIR DISCUSSING THEIR PRODUCTS WITH THEIR

CUSTOMERS. HOWEVER, WHEN THE TIME COMES CUSTOMERS. HOWEVER, WHEN THE TIME COMES TO ASK THE CUSTOMER TO USE OR PURCHASE TO ASK THE CUSTOMER TO USE OR PURCHASE

THEIR PRODUCT, SOMETHING HAPPENSTHEIR PRODUCT, SOMETHING HAPPENS. .

TELL US WHY ?TELL US WHY ?

THINK OF A MOVIE . IN A MOVIE CHARACTERS , THINK OF A MOVIE . IN A MOVIE CHARACTERS , PLOTS , SCENES ARE BUILT AND PROGRESSED PLOTS , SCENES ARE BUILT AND PROGRESSED

TOWARDS THE CLIMAX OF THE MOVIE AS IF TOWARDS THE CLIMAX OF THE MOVIE AS IF EVERYTHING IS DONE FOR THE CLIMAX OF THE EVERYTHING IS DONE FOR THE CLIMAX OF THE

MOVIE .MOVIE .

• BECAUSE CLIMAX IS THE TAKE HOME . WE REMEMBER CLIMAX . HOW THE DIRECTOR HAS ‘

CLOSED’ THE MOVIE THAT TALKS ABOUT THE SUCCESS OF THE MOVIE .

CLOSING A SALE

THE CLOSE IS THE LAST STAGE IN THE ENTIRE PROCESS OF

MAINTAINING RAPPORT WITH YOUR DOCTOR AND WORKING

TOWARD COMMON GOALS.

CLOSING THE SALESCLOSING THE SALES PRESENTATION CAN BECOME A SALE ONLY WHENPRESENTATION CAN BECOME A SALE ONLY WHEN

CLOSEDCLOSED

CLOSING A SALEA RUNNER TRAINS FAITHFULLY, RIGOROUSLY LEADS THE RACE UNTIL HE IS 10 YDS FROM THE TAPE AND THEN FALLS FLAT.

SALESMAN WHO CAN’T CLOSE ………

CLOSING A SALE

GOOD SALESMAN---ALWAYS A GOOD CLOSER .

POOR CLOSER --- POOR SALESMAN .

CLOSING SUCCESSFULLY ---- A MATTER OF ATTITUDE

CLOSING A SALE

REASONS FOR POOR CLOSE

• FEAR OF FAILURE

• FEAR OF REFUSAL ( TAKE IT PERSONALLY)

• GUILT FEELING

• ASHEMED OF PROFESSION ------- INTRUDER ------- BEGGER

• NOT WANTING TO APPEAR ASSERTIVE

QUALITIES OF A SUCCESSFUL CLOSERQUALITIES OF A SUCCESSFUL CLOSER

ALWAYS BE CLOSINGALWAYS BE CLOSING

• ASK FOR COMMITMENT WITH FEAR FREEASK FOR COMMITMENT WITH FEAR FREE FRANKNESS REPEATEDLY WHEN NECESSARYFRANKNESS REPEATEDLY WHEN NECESSARY

TURN NO ONTURN NO ON

KEEPS CUSTOMER’S INTEREST IN MINDKEEPS CUSTOMER’S INTEREST IN MIND

MAKE YOUR EXIT AS GRACEFUL AS YOUR ENTRYMAKE YOUR EXIT AS GRACEFUL AS YOUR ENTRY

CLOSING A SALE

WHEN AND WHY TO CLOSE ?

• CLOSE WHEN YOUR CLIENT WANTS TO BUY, NOT WHEN YOU WANT TO SALE. DON’T OVERSALE

• THE BEST TIME TO CLOSE IS AFTER SUCCESSFULLY HANDLING AN OBJECTION

• EXPECT TO CLOSE EACH SALE A MINIMUM OF THREE TIMES

• TRANSFER A SENSE OF URGENCY TO YOUR CLIENT INTO BYING NOW

CLOSING A SALE

WATCH FOR CUSTOMERS’ BUYING SIGNALS –

BOTH VERBAL AND NONVERBAL

“ LET’S DO THE EXERCISE ”

CLOSING A SALE

CLOSING AND GAINING COMMITMENT

1. SUMMARISE THE ACCEPTED BENEFITS

2 . REQUEST COMMITMENT

3. KEEP QUIET

TRIAL CLOSETRIAL CLOSE

TAILOR’S TRIAL ?TAILOR’S TRIAL ? TRIAL BALANCE ?

TRIAL CLOSETRIAL CLOSE

HOW FAR THE CUSTOMER IS CONVINCEDHOW FAR THE CUSTOMER IS CONVINCED

ABOUT YOUR PROPOSITION OR WHICH BENEFIT HAS ABOUT YOUR PROPOSITION OR WHICH BENEFIT HAS APPEALED HIM.APPEALED HIM.

ROOM FOR MODIFICATION OF FURTHERING THE ROOM FOR MODIFICATION OF FURTHERING THE PRESENTATIONPRESENTATION

A QUESTION OR SERIES OF A QUESTION OR SERIES OF QUESTIONSQUESTIONS TO DETERMINE -TO DETERMINE -

QUESTIONSQUESTIONS

MAY BE MADE FROM VISUAL – AIDMAY BE MADE FROM VISUAL – AID

HOW USEFUL WOULD THIS BENEFIT BE ….?HOW USEFUL WOULD THIS BENEFIT BE ….?

WILL IT NOT BENEFIT YOUR CHILD PATIENTS WILL IT NOT BENEFIT YOUR CHILD PATIENTS

HOW MUCH MORE USEFUL WILL THIS BENEFIT HOW MUCH MORE USEFUL WILL THIS BENEFIT BE VIS-A-VIS ANOTHER PRODUCT?BE VIS-A-VIS ANOTHER PRODUCT?

EXAMPLES OF TRIAL CLOSEEXAMPLES OF TRIAL CLOSE

ANOTHER TECHNIQUE IS TO ALLOW THE CUSTOMER ANOTHER TECHNIQUE IS TO ALLOW THE CUSTOMER TO HANDLE THE PRODUCT AND SIMULTANEOUSLY TO HANDLE THE PRODUCT AND SIMULTANEOUSLY

USE A VISUALIZING QUESTION SUCH AS , “CAN YOU USE A VISUALIZING QUESTION SUCH AS , “CAN YOU IMAGINE HOW HELPFUL THIS WILL BE TO YOU ?”IMAGINE HOW HELPFUL THIS WILL BE TO YOU ?”

SIMPLE QUESTIONS SUCH AS : “DOES THE IDEA SIMPLE QUESTIONS SUCH AS : “DOES THE IDEA

APPEAL TO YOU ?” OR , “DO YOU THINK THIS COULD APPEAL TO YOU ?” OR , “DO YOU THINK THIS COULD

WORK IN YOUR PRACTICE ?” ARE EXAMPLES OFWORK IN YOUR PRACTICE ?” ARE EXAMPLES OF

TRIAL CLOSE QUESTION. TRIAL CLOSE QUESTION.

ADVANTAGES OF TRIAL CLOSEADVANTAGES OF TRIAL CLOSE

1.1. HELPS TO CLOSE WHEN ANSWER IS AFFIRMATIVEHELPS TO CLOSE WHEN ANSWER IS AFFIRMATIVE

2. MAKES THE PRESENTATION CONVERSATIONAL2. MAKES THE PRESENTATION CONVERSATIONAL

3. GIVES IMPORTANT INFORMATION AND FEEDBACK3. GIVES IMPORTANT INFORMATION AND FEEDBACK

4. HELPS IDENTIFY BENEFITS WHICH CAN BE REINFORCED4. HELPS IDENTIFY BENEFITS WHICH CAN BE REINFORCED

CLOSING TECHNIQUES

• DIRECT CLOSE

• SUMMARY CLOSE

• 3RD PARTY CLOSE

• TRIAL BASIS CLOSE

• SAMPLE TRIAL CLOSE

• ALTERNATIVE CLOSE

• ASSUMPTIVE CLOSE

• BUILD UP CLOSE

1.DIRECT CLOSE : ASK FOR COMMITMENT WHEN DOCTOR’S INTEREST IS OBVIOUSLY VERY HIGH .

e.g., Sir , since you have shown a lot of interest , I am sure you will prescribe Prod. X to your very next 10 hypertensive patients

2. SUMMARY ( CLINCHER ) CLOSE : SUMMARISE BENEFITS WHICH HAVE BEEN ACCEPTED BY THE DOCTOR , BEFORE ASKING FOR PRESCRIPTION .

3. THIRD PARTY CLOSE : ASK THE DOCTOR TO TAKE ACTION BASED ON SIMILAR ACCEPTANCE BY ANOTHER DOCTOR OR OPINION LEADER ( FEEL –FELT – FOUND ) OR FINDINGS OF CLINICAL TRIAL REPORTS ETC.

4. TRIAL BASIS CLOSE : LIMITED INITIAL COMMITMENT LEADING TO GREATER FUTURE ACCEPTANCE .

e.g., Sir , initially I request you to ty on or prescribe to 5 patients . I know you will be satisfied with the result . I shall certainly come to you after two weeks to ask for a minimum of 20 prescriptions .

5. SAMPLE TRIAL CLOSE : TAKING COMMITMENT IN USING A FEW STARTER PACKS OF SAMPLES IN SOME INDICATION

6. ALTERNATIVE CLOSE : ASSUMES THAT THE DECISION TO ACCEPT HAS BEEN MADE AND OFFERS ALTERNATIVES SUCH AS PAYMENT METHODS , DELIVERY DATES , PROCEDURES OR QUANTITY .

e.g., Sir , which strength will suit majority of your patients – 5 mg or 10 mg ?

7. ASSUMPTIVE CLOSE : ASSUMES COMMITMENT OF THE DOCTOR AND TAKES ACTION I.E., ASKS FOR SIGNATURE OR FILL OUT THE ORDER FORM

8. BUILD UP CLOSE : ASKS A SERIES OF “YES” QUESTIONS LEADING TO FINAL COMMITMENT . THIS IS ALSO KNOWN AS “METHOD OF CONTINUED AFFIRMATION” .

e.g., 1. Sir , will you agree with me that one of the unique Cardioprotective properties of X is that it acts as a pharmacological preconditioning agent to heart , thereby reduces myocardial infarct size and decreased risk of arrhythmias ?

2. Do you not consider it a great benefit that in angina patients , according to IONA study , X reduces hospitalization rates by 17 % and reduces mortality by 13 % ?

3. Isn’t it a unique benefit Sir , that unlike nitrates , X does not develop tolerance ?

CLOSING A SALE

CLOSING TECHNIQUES :

• FEEL, FELT, FOUND CLOSE / SEE, LOOK, FIND OUT CLOSE / HEAR, TOLD, FOUND OUT CLOSE• HOWEVER, THE BEST CLOSING TECHNIQUE OF ALL IS TO

ASK FOR IT