Close a sale effectively
Helping the customer to a buying decision means uncovering motivators and providing justification for investing in your product over the alternatives.
Closing is not a series of manipulative phrases or word tricks aimed at clinching the deal. Helping the customer to a buying decision means uncovering motivators and providing justification for investing in your product over the alternatives. You can learn to be a better closer by educating yourself on your products and competition.
There are six steps in delivering a highly professional closing sequence:
1. Recommend the product you feel is most appropriate for the customer. Back up your recommendation with an explanation, such as a recap of key features and benefits. Be sure to use the words, "I recommend." This will help you sound more like a consultant than a salesperson.
2. Ask your customers if they have any additional questions or need more information.
3. Describe where your product is available.
4. Explain reimbursement and cost considerations for the product.
5. Ask which treatment option is most suited to their patient needs.
6. Complete the paperwork for sample processing and seek the customer's agreement to prescribe your product.
If you have done a good job developing your sales presentation, you should be able to move with confidence into this effective, assumptive close. It will lead to the most natural and comfortable end of a sales call you can have. PR
Addressing Disparities in Psoriasis Trials: Takeda's Strategies for Inclusivity in Clinical Research
April 14th 2025LaShell Robinson, Head of Global Feasibility and Trial Equity at Takeda, speaks about the company's strategies to engage patients in underrepresented populations in its phase III psoriasis trials.
Beyond the Prescription: Pharma's Role in Digital Health Conversations
April 1st 2025Join us for an insightful conversation with Jennifer Harakal, Head of Regulatory Affairs at Canopy Life Sciences, as we unpack the evolving intersection of social media and healthcare decisions. Discover how pharmaceutical companies can navigate regulatory challenges while meaningfully engaging with consumers in digital spaces. Jennifer shares expert strategies for responsible marketing, working with influencers, and creating educational content that bridges the gap between patients and healthcare providers. A must-listen for pharma marketers looking to build trust and compliance in today's social media landscape.
FDA Approves Nipocalimab for the Treatment of Generalized Myasthenia Gravis
April 30th 2025Approval is based on results from the pivotal Vivacity-MG3 trial in which IMAAVY (nipocalimab-aahu) demonstrated superior disease control throughout 24 weeks when compared to placebo plus standard of care.
