CLOSING TECHNIQUE

 THIS IS POTENTIALLY THE MOST EXCITING AND

REWARDING PHASE OF THE SALES DIALOGUE AND
IS THE CULMINATION OF ALL OTHER ACTIVITIES.

MANY SALESPEOPLE ARE EXCELLENT IN


DISCUSSING THEIR PRODUCTS WITH THEIR
CUSTOMERS. HOWEVER, WHEN THE TIME COMES
TO ASK THE CUSTOMER TO USE OR PURCHASE
THEIR PRODUCT, SOMETHING HAPPENS.
 TELL US WHY ?
 THINK OF A MOVIE . IN A MOVIE CHARACTERS ,
PLOTS , SCENES ARE BUILT AND PROGRESSED
TOWARDS THE CLIMAX OF THE MOVIE AS IF
EVERYTHING IS DONE FOR THE CLIMAX OF THE
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 SALES
PRESENTATION CAN BECOME A SALE ONLY WHEN

CLOSED
 CLOSING A SALE
A 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 CLOSER

 ALWAYS BE CLOSING

• ASK FOR COMMITMENT WITH FEAR FREE

FRANKNESS REPEATEDLY WHEN NECESSARY
 TURN NO ON
 KEEPS CUSTOMER’S INTEREST IN MIND

 MAKE 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 CLOSE

TRIAL BALANCE ? TAILOR’S TRIAL ?

 TRIAL CLOSE
A QUESTION OR SERIES OF
QUESTIONS TO DETERMINE -

HOW FAR THE CUSTOMER IS CONVINCED

ABOUT YOUR PROPOSITION OR WHICH BENEFIT HAS
APPEALED HIM.

ROOM FOR MODIFICATION OF FURTHERING THE

PRESENTATION
 QUESTIONS

MAY BE MADE FROM VISUAL – AID

 HOW USEFUL WOULD THIS BENEFIT BE ….?

 WILL IT NOT BENEFIT YOUR CHILD PATIENTS
 HOW MUCH MORE USEFUL WILL THIS BENEFIT
BE VIS-A-VIS ANOTHER PRODUCT?
 EXAMPLES OF TRIAL CLOSE

SIMPLE QUESTIONS SUCH AS : “DOES THE IDEA



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

WORK IN YOUR PRACTICE ?” ARE EXAMPLES OF
TRIAL CLOSE QUESTION.

 ANOTHER TECHNIQUE IS TO ALLOW THE CUSTOMER

TO HANDLE THE PRODUCT AND SIMULTANEOUSLY
USE A VISUALIZING QUESTION SUCH AS , “CAN YOU
IMAGINE HOW HELPFUL THIS WILL BE TO YOU ?”
 ADVANTAGES OF TRIAL CLOSE

1. HELPS TO CLOSE WHEN ANSWER IS AFFIRMATIVE

2. MAKES THE PRESENTATION CONVERSATIONAL

3. GIVES IMPORTANT INFORMATION AND FEEDBACK

4. 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