. You can spend months qualifying prospects. 2. You may work long hours and know your products. 3. You may search and know customers attitude

1. Pharma Vision
A
L
W
A
Y
S
B
E
C
L
O
S
I
N
G
ARTOFCLOSING
CLOSING :
Seeking a Favourable Decision

2. Pharma Vision
A
L
W
A
Y
S
B
E
C
L
O
S
I
N
G
TESTOFSELLINGABILITY
1. You can spend months qualifying
prospects.
2. You may work long hours and know
your products.
3. You may search and know customers
attitude
BUT
4. If you don’t get orders your sales career
is a very short one.

3. Pharma Vision
A
L
W
A
Y
S
B
E
C
L
O
S
I
N
G
“Closing is the process of helping
people make decisions”
The 14 most important words
in the art of closing
“Whenever you ask a closing
question shut up; the first person
to speak loses”

4. Pharma Vision
A
L
W
A
Y
S
B
E
C
L
O
S
I
N
G
ITTAKES
SKILL
KNOWLEDGE
COURAGE
TOCLOSESALESSUCCESFULLY
THE CLOSE IS A CHALLENGE

5. Pharma Vision
A
L
W
A
Y
S
B
E
C
L
O
S
I
N
G
1. WRONG ATTITUDE1. WRONG ATTITUDE
DIFFICULTIESIN CLOSING
2. POOR PRESENTATION2. POOR PRESENTATION
3. POOR HABITS & SKILLS3. POOR HABITS & SKILLS

6. Pharma Vision
A
L
W
A
Y
S
B
E
C
L
O
S
I
N
G
WHEN ANDHOWOFTEN TOTRYACLOSE
1. When it is the Right Time.
2. Be alert for Closing Signals
EXAMPLESOFCLOSINGSIGNALS
1. Glancing at, reaching for the sales brochure.
2. Reaching for or casually playing with a pen.
3. Intently studying a sample.
4. Performing calculation on skratch paper.
5. Writing the dose or asking about a specific
indication.

7. Pharma Vision
A
L
W
A
Y
S
B
E
C
L
O
S
I
N
G
TYPICALBUYINGSIGNALS
“ It is easy to apply …”
“The ointment is cosmetically acceptable …”
“Then I don’t need any other NSAID …”
“No question about that …”
“What is the application rate of Y ….”
“What strengths are available …”
“Do you have any credit terms for …”
“Do I have to decide at once …”
“May I use it in children …”

8. Pharma Vision
A
L
W
A
Y
S
B
E
C
L
O
S
I
N
G
TYPICALBUYINGSIGNALS
“ Yes, I like your product …”
“I think I could use it …”
“It sounds good to me …”
“Who else is using it …”
“I may need to order 100 packs ….”
“Are there any interactions …”
“I don’t know …”
“If I used Rheumfree …”
“How about delivery …”
“In fact I prefer vial forms …”
“The pack size is convenient …”

9. Pharma Vision
A
L
W
A
Y
S
B
E
C
L
O
S
I
N
G
HOWOFTEN SHOULDTHECLOSEBEATTEMPTED
1. Any time the customer indicates significant
interest in the product.
2. Any time the customer start asking questions
about the product.
3. After making a strong point about the product.
4. After overcoming an objection.
5. When the customer agrees with a major point in
sales presentation.
6. When you watch a closing signal

10. Pharma Vision
A
L
W
A
Y
S
B
E
C
L
O
S
I
N
G
THEANATOMYOFTHECLOSE
1. Understand what they want & need :
•Qualify them thouroughly.
•Understand buyer’s motives.
2. Recognize buying signals :
•Verbal
•Non verbal.
3. Make the decision.
4. Close the sale with casual confidence.
5. Don’t change when start closing.
6. Use the planned pause.

11. Pharma Vision
A
L
W
A
Y
S
B
E
C
L
O
S
I
N
G
EFFECTIVEMETHODS& TECHNIQUES
1. ASKING FOR THE ORDER:
• DIRECT.
• MOST EFFECTIVE.
1. How many boxes of X per month ?
2. Will you do for us 10 cases in this study ?
3. For this will you Rx Rheumfree for all your Osteortheritic
patients ?
4. You will give me your opinion next Tuesday ?
EXAMPLESEXAMPLES

12. Pharma Vision
A
L
W
A
Y
S
B
E
C
L
O
S
I
N
G
2. ALTERNATIVE CLOSE
1. You will start with the Tablets or the Injections ?
2. Do you prefer the routine dose or the once daily dose ?
3. I will get the order on Monday or Wednesday ?
4. Will you Rx Rheumfree in O.A. or in R.A. ?
EXAMPLESEXAMPLES
EFFECTIVEMETHODS& TECHNIQUES

13. Pharma Vision
A
L
W
A
Y
S
B
E
C
L
O
S
I
N
G
3. SUMMARIZE THE BENEFITS
1. The twice daily dose of Rheumfree assures your
patient compliance.
2. The night dose will help your patient to sleep without
pain.
3. On the long run you will protect the patient’s life style
etc ..
EXAMPLESEXAMPLES
EFFECTIVEMETHODS& TECHNIQUES

14. Pharma Vision
A
L
W
A
Y
S
B
E
C
L
O
S
I
N
G
4. THE BALANCE SHEET
BENEFITS OF RHEUMFREE
1.
2.
3.
4.
5.
REASON NOT TO BUY
BENEFITS OF X
1.
2.
REASON NOT TO BUY
EFFECTIVEMETHODS& TECHNIQUES

15. Pharma Vision
A
L
W
A
Y
S
B
E
C
L
O
S
I
N
G
5. THE YES YES CLOSE
1. Don’t you agree that Hydrocortisone Preparation for
Injection is very easy ?
2. Do you agree that Hydrocortisone will be the drug of
choice for all your emergency cases ?
EXAMPLESEXAMPLES
ORBUILDINGA SERIESOFACCEPTANCE
EFFECTIVEMETHODS& TECHNIQUES

16. Pharma Vision
A
L
W
A
Y
S
B
E
C
L
O
S
I
N
G
6. ASSUME THE SALES IS MADE
1. NEEDS VERY GOOD PRESENTATION.
2. EXPERIENCED REP.
EXAMPLESEXAMPLES
1. We are OK that you will Rx X in once daily dose.
2. So for patient suffering from Arthritis Rheumfree will
be your choice.
7. CLOSE ON OBJECTION

17. Pharma Vision
PRE-APPROACH
 Collect Sufficient Data ?
 Set Objective(s) ?
 Plan the call ?
 Do Mental Role play ?
DIDI

18. Pharma Vision
POST-CALLANALYSIS
 Sell ? If not ...
 Hold the customer’s interest ?
 Emphasize benefits not features ?
 Dramatize the presentation ?
 Watch for nonverbal signals ?
 Handle objections ?
 Close at the right time ?
 Close effectively ?
DIDI

19. Pharma Vision
 WILL BE THE NEXT CALL
OBJECTIVE ?
 SHOULD BE DONE NEXT TIME TO
IMPROVE MY SELLING ABILITY.
WHAT
POST-CALLANALYSIS