CLOSING TECHNIQUETHIS 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 SALEA RUNNER TRAINS FAITHFULLY, RIGOROUSLY LEADS THE RACE UNTIL HE IS 10 YDS FROM THE TAPE AND THEN FALLS FLAT. SALESMAN WHO CANT 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 CUSTOMERS 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. DONT 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

LETS DO THE EXERCISE

CLOSING A SALE CLOSING AND GAINING COMMITMENT1. SUMMARISE THE ACCEPTED BENEFITS2 . REQUEST COMMITMENT3. KEEP QUIET

TRIAL CLOSE

TAILORS TRIAL ? TRIAL BALANCE ?

TRIAL CLOSE HOW FAR THE CUSTOMER IS CONVINCED ABOUT YOUR PROPOSITION OR WHICH BENEFIT HAS APPEALED HIM.

ROOM FOR MODIFICATION OF FURTHERING THE PRESENTATIONA QUESTION OR SERIES OF QUESTIONS TO DETERMINE -

QUESTIONSMAY 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

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 ? SIMPLE QUESTIONS SUCH AS : DOES THE IDEA APPEAL TO YOU ? OR , DO YOU THINK THIS COULD WORK IN YOUR PRACTICE ? ARE EXAMPLES OFTRIAL CLOSE QUESTION.

ADVANTAGES OF TRIAL CLOSE1. HELPS TO CLOSE WHEN ANSWER IS AFFIRMATIVE2. MAKES THE PRESENTATION CONVERSATIONAL3. GIVES IMPORTANT INFORMATION AND FEEDBACK4. 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

DIRECT CLOSE : ASK FOR COMMITMENT WHEN DOCTORS 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. Isnt 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