Jobs in medical sales, healthcare sales, biotechnology sales, lab sales, clinical diagnostics sales, DNA/genetics sales, medical supplies sales, medical equipment sales, and pharmaceutical sales are challenging, lucrative, and therefore….competitive. If you want an edge in your sales interview, here it is: today’s video covers closing the interview. When to close, what to say, and how to deal with objections or non-answers.
The most important thing to remember about closing is to do it. No hiring sales manager is going to hire someone who can’t navigate a closing process. The thinking is, if you can’t close on something as important as your job, which is in your own direct self-interest, you aren’t going to be able to close a sale for the company.
How do you close? The most direct way is to ask for the job: “I appreciate your time today, and I am so excited about what I have learned about this job. Based on our discussion, I see this job as the perfect opportunity. Do you see me as a productive member of this team?” If that’s not your style, go for the Assumptive Close. Assume they want to hire you and say something like, “What’s the next step?” Or, “What will my training be like?”
One of the most important reasons to take this step is to uncover any objections they have to hiring you. Get them out into the open so you can deal with them NOW, while you still have a chance to speak up in your own defense. If they have a specific concern about your background, you can ask, for instance, if they’ve ever hired anyone with your same experience, or, what are the qualifications of your best salesperson? Maybe they have the same qualifications as you, and then you can uncover the “real” reason. Or maybe they’ll rethink their position.
Remember, you are pushing for an answer now. That may feel uncomfortable for you, but it’s better to get an answer you can deal with now. If you push and the answer is “no,” ask why. I’ve had candidates get a “no” and once they found out why, dealt with the objection and wound up with the job.
If they are on the fence about you, you can ask for another conversation in a few days. I will be telling you how to ask, and what to plan for during that second conversation.
Ask for advice…if you get it, that’s a “buying signal,” which is a good sign for you.
Knowing how to close will not only help you in interviews, but also (obviously) in sales processes, project management, and any negotiations. Watch the video. It’s 10 minutes long, but it’s packed with the best advice I have for closing, including exactly what to say in a variety of situations.
Are you struggling to get the job offer that you want?
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Or perhaps you just need to use a different tool in your interview? Learn more about the 30/60/90 day sales plan.
Or if you are trying to get into medical sales and can’t seem to get an interview, maybe your resume isn’t representing you! Learn how to create a “medical sales resume”.
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