How to get a sale in the pharmaceutical sector with sales closing techniques

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The time it takes to complete the sales cycle has a direct impact on the bottom line. That is why it is necessary to shorten the funnel as much as possible if we want to save resources. Digitalizing the sales team of pharmaceutical companies is one of the keys to achieving this, as is the use of effective sales closing techniques.

Key steps to shorten the sales cycle
Here are some recommendations to speed up sales:

Knowing the Buyer Personas as much as possible. Good segmentation is essential, as is having structured information integrated into a CRM .
Prioritise and qualify contacts as much as possible. Organising prospects according to the interest they have shown is essential to lead those who are more mature to the sale and thus shorten the cycle. Here, the analysis and scoring of the data we obtain from each interaction with the potential client is the key.
Sales team training. Salespeople must have fluid access to this information and know how to interpret it in order to close more sales, so it is necessary to invest in their training.
Aligning marketing and sales teams
The Smarketing philosophy ( sales + marketing) involves australia whatsapp lead aligning the work of marketing and sales teams to achieve greater efficiency when working on the same strategy.

This way, not only do you close more sales opportunities, but you also optimize resources and avoid potential conflicts between departments . To do this, you need to use a common technology to integrate all the information, such as that offered by HubSpot.

How to digitize your sales team
The digitalization of sales requires updating the sales team, as well as the adoption of digital tools. In addition, the automation of sales processes and a good definition of Buyer Personas and the Customer Journey will allow us to appeal to the potential client at the right time with the optimal content, which is what they need to solve their problems or doubts.

A CRM is essential in this task, facilitating work management for salespeople, improving department planning and, therefore, streamlining the sales process, as well as providing excellent customer service .

In short, digitizing sales in a pharmaceutical company requires adapting work methodologies, restructuring the sales team, training in new sales techniques and investing in technology.

Tips for closing a sale
Technological tools will help us to make the most of the sales techniques we use, such as cross-selling. In addition, it is key to arouse interest, for which we must understand the motivations of potential clients and link them to our product or service.

Likewise, to successfully close a sale in the pharmaceutical sector it is essential to convey confidence, security and credibility . We must also satisfy needs and meet expectations , effectively communicating the benefits and resolving any objections that may arise.

5 practical examples to close a sale
There are multiple sales closing techniques that can be applied in the pharmaceutical sector, depending on the context and the client:

Direct closing. If the first phases of the sale have been carried out correctly, it is easy to achieve success with a direct closing. For example, when the potential client is still unsure and we ask them “so, how many lots should we send you?”
Now or never technique. It is about transmitting urgency. “If you buy now, you will receive priority shipping.”
Unexpected closing technique. This consists of adding to a client's request, for example, "Okay, if you receive that benefit, would you sign today?"
Question technique. Asking potential customers questions such as “Do you think this offer is what you are looking for?”
Closing by tying. It consists of asking questions at the end of our interventions to receive a yes, and thus achieve maximum positivity. “In times of crisis, having a trusted supplier is essential, don’t you think?”