Closing During Pharmaceutical Sales Calls

One comment on a discussion board was that there is less closing on pharmaceutical sales calls compared to medical sales. This is not entirely true even though the closes for medical sales are certainly more ‘hard’ closes. I’ve been in many sales meetings where the managers complained that our drug reps were not closing enough. In pharmaceutical sales calls, the closes are different as they are more like getting verbal commitments from doctors to use our products. Some reps close and some do not. I’ve noticed that the drug reps who do close tend to have higher sales numbers. This is why many companies believe in closing.

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