Closing Strategies

 Never Lose a Sale Again; Learn how to close.

 Click on the Closing Strategy that you like to get addtional information on.

 

1-2-3 Close - close with the principle of three.

 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
Repetition Close - repeat a closing action several times.
 
Retrial Close - go back to square one.
 
Reversal Close - act as if you do not want them to buy the product.
 
Save-the-world close: - buy now and help save the world.
 
Selective-deafness Close - respond only to what you want to hear.
 
Shame Close - make not buying shameful.
 
Standing-room-only Close - show how others are queuing up to buy.
 
Summary Close - tell them all the things they are going to receive.
 
Testimonial Close - use a happy customer to convince the new customer.
 
Thermometer Close - they score out of ten, you close gap.
 
Treat Close - persuade them to 'give themselves a treat'.
 
Trial Close - see if they are ready for a close.
 
Valuable Customer Close - offer them a special 'valued customer' deal.
 
Ultimatum Close - show negative consequences of not buying.
 
Yes-set Close - get them saying 'yes' and they'll keep saying 'yes'. 
 
 
 
 
Summarize in sets of three items. We will give you this, that and the other.
This may be features of the product, benefits or add-on sweetener items.
There are two ways to do this: they may either be closely related (to reinforce a single point) or may be quite separate (to gain greater coverage).
Most customers want products that are free, perfect and available now. This is the classic business measurement trilogy of cost, quality and time.
Examples
This product is cheaper, faster and more reliable than the competition.
The houses here are better-looking, better-built and better-equipped than those on the other development.
If you buy today, we will give you insurance, tax and a full tank of fuel.
 
How it works ?
The 1-2-3 Close works through the principle of triples, a curious pattern where three things given together act as a coherent set of three hammer-blows that give a compelling message.
 
 
 
 
 
 
Adjournment Close...
 
Do not go for the sale now. Give them time to think. Tell them that they probably need time to consider the offer you have made.
Use this when:
You can see that they are not going to decide now.
You have set up enough tension that you are reasonably convinced that they will indeed seriously consider the deal and are likely to come back.
Given some more time, it is likely that they will buy more (for example if they are at the edge of a budgetary period and their current funds are low).
The relationship is important to you, and them making a wrong decision now would affect the chances of making sales in the future.
You do not need to make the sale today (for example you have made your quota and this sale would be just fine for next month).
Combine this with setting up the next meeting, when perhaps you will be able to solidly close the deal.
Examples
This is an important decision for you and I think you need time to consider how important it is. Shall we discuss the details further next time I see you?I can see you're thinking very carefully about this. Shall I come back next week to see how you are progressing then?
  
How it works?
In many sales situations the relationship is very important as the sales person will be going back to the customer with more sales to make. It is thus a bad idea to push them into a decision when they are not ready and may later be unhappy about this.
Offering an adjournment can be a nice surprise for the customer, who may be expecting a harder style of selling. This sets up an exchange tension, encouraging them to pay back your offer of time with later agreeing to the deal.
The Adjournment Close is particularly easy to manage when the sales person visits the customer, as opposed to having to hope that they will call back.
 
 
 
 
 
Close out any objections they have about price by making sure they can afford it.
Find how much they can afford. Then show that you have a finance plan that fits their capability to pay.
Bring in other factors to reframe the real price, such as lifetime costs.
Show the price of not buying - for example the cost of continued ownership of the current car.
Strip down what is being sold to the bare minimum. Remove all the options (and maybe sell them as separate items).
Sell them something else they can afford.
Last option: bring your price down to what they are prepared to pay.
And always remember the caveat: do not close people into debt they will not be able to repay.
Examples
How much per month can you afford...yes, we can make a deal for that...
The initial costs seems high, but by the end of the year you will have recouped the costs.
The basic model will fit into your price range.
The maintenance costs on this are very low.
The cost per page of this printer is the lowest in class.
If we can bring the price down to what you say, will you buy today?
  
How it works?
The Affordable Close works by structuring the finance of the deal to fit into the other person's ability to pay.
'I can't afford it' is often more of an excuse than a real objection. If they really do not want to buy, you will find that they will immediately jump onto another objection.
 
 
 
 
 
The alternative close works by offering more than one clearly defined alternative to the customer.
The number of alternative should be very few - two or three is often quite adequate. If you offer too many alternatives, the customer will then be faced with a more complex problem of how they choose between the many alternatives offered.
Note that this technique works well in many different situations where you are seeking agreement, and not just selling products.
An extra technique that can be effective is to add a slight nod when offering the preferred choice. This can be accompanied by subtle verbal emphasis on the words.
Examples
Would you prefer the red one or the yellow one?
  
Would you like one packet or two?
 
Which of these three instruments seems best for you?
 
Shall we meet next week or the week after?
 
How it works ?
The Alternative Close is a variant on the broader-based Assumptive Close and works primarily through the assumption principle, where you act as if the customer has already decided to buy, and the only question left is which of a limited number of options they should choose.
 
 
 
 
 
Act as if the other person has made the decision already.
Turn the focus of the conversation towards the next level of questions, such as how many they want, when they want it delivered, what size they need, and so on.
Examples
When shall we deliver it to you?
What will your friends say when they see it?
Will 20 cases be enough?
Where will you put it? 
  
How it works ?
The Assumptive Close works by the Assumption principle, where acting confidently as if something is true makes it difficult for the other person to deny this. For them to say you are wrong would be to cast themselves as an antisocial naysayer.
Note: This is one of the most common closes used. Many other closes, such as the Alternative Close are variants of the Assumptive Close.
 
 
 
 
 
List both the benefits of the purchase (the pros) and also the costs (the cons). Of course, the pros (the reasons to buy) will win.
You can even write it down like a balance sheet. Make sure the 'pros' column is longer and more impressive, of course.
Cons include things they wanted but are not getting.
Start with the cons and keep them short. But do make it sound credible, as if you are giving them fair consideration.
Then cover the pros. Perhaps sound pleasantly surprised as you describe them.
Sound reasonable, as if you are on their side.
Sound almost as if you are talking to yourself.
Examples
Well, although it costs this much and is a bit big, it will sound really good and fit well into your house decor.
Let's weigh things up. You're not getting ..., but you are well within your budget and will have ..., ... and .... Hmm. That's good!
 
How it works ?
The Balance-sheet Close works by building Trust through appearing to taking a balanced and fair approach. It guides the other person's thinking and hopefully saves them the trouble of weighing up the pros and the cons.
This is also known as the Abraham Lincoln Close (Lincoln was a lawyer and often used this technique in his cases) or the Ben Franklin Close. 
 
 
 
 
 
When people are procrastinating or will 'be back', emphasise how now is the best time to buy. All sales people know that 'there are no bebacks'.
Invoke seasonal effects, such a Summer, Christmas and other holidays.
Remind them of other short-term reasons, including sales, weather, and so on.
Find out other personal reasons why it is good to buy now, such as their partner's birthday, etc.
You can even do a reversal on 'never the best time to buy' by showing how this makes now as good a time as any.
Examples
We only bring these into stock for the Christmas season.
Summer is coming. Do you have all the garden furniture you need?
The forecast for next week is for sun. We have limited stocks of sun lotion.
The best time to buy is now, whilst...
There is no 'best time to buy' which makes now the best time.
If you were going to start saving money, when would you start?
 
 How it works ?
The Best-time Close works by emphasising how now is the best time to buy and how delaying is not the best thing to do.
 
 
 
 
 
When they are dithering close to a decision, offer them something unexpected and un-asked for that delights them.
All it needs to do is make them say 'Ooh, that's nice'. Or something like that.
A simple equation: delight = expectation + 1
Try and figure them out before using this close: for some people it will open them up again as they seek to gain more concessions.
Examples
You know, I've had a good day and am going to give you batteries for free.
Hold onto your money: I'm going to add an extra towel to the pile.
Well, you're a good customer so I won't charge for delivery.
  
How it works ?
The Bonus Close may work in several ways. First, the bonus is a temptation that
When they emotionally close on the bonus, the sensation of closure may also leak across to the main subject.
When they feel they have got something for nothing, they may agree to the deal for fear that you may take it away from them again.
You may also create a sense of exchange, where because you have given them something.
The Bonus Close is also known as the Delighter Close or the Extra Close.
 
 
 
 
 
Make the other person three offers.
First offer them something sumptuous and expensive that is beyond their budget. Not so far beyond them that they would not consider it. Ideally, it is something they would look at wistfully but just couldn't justify (if they do, it is your lucky day!).
Secondly, offer them a solid good deal that is within their price bracket. It may not have all that they wanted, but it is clearly good value for them.
Finally, offer a severely cut-down deal in which very little of what they want is included.
They should, of course, go for the middle option.
Examples
Well I can do you a full kitchen system with Neff units, brass tops and hand-cut ebony edging. It's a bit pricey but is amazing quality.
A really good option is with Bosch units, hardwood tops and matching edging. This is remarkably good value.
If you are on a very tight budget, we do have some basic units, a nice laminate finish and matching surrounds.
  
How it works ?
The Bracket Close works by contrasting the preferred option both upwards and downwards.
Rejecting the higher option lets the other person feel good about not spending too much. By comparison, the option they choose seems quite prudent and they may even feel they have saved some money.
Rejecting the lower option lets them feel they are not a cheapskate and can afford something of value.
 
 
 
 
 
If they are not ready to close now, agree a future date when you can meet to discuss further. This at least keeps the deal alive and you return to fight another day. It may also be just what you are seeking to take you to the next step in the deal strategy.
Putting dates in the diary may also be an assumptive method, assuming that closure has taken place and that it is just a matter of when.
Examples
When shall we make the next coaching meeting?
Are you free next Wednesday at 3pm?
What new things shall we discuss next week?
 
How it works?
Putting a date in the diary is easy for the other person, and may be agreed as an exchange for you not pressing further for a close now.
Dates in the diary also get them thinking about the future, which may be a good thing as this attention will then keep them engaged in your subject-matter. 
 
 
 
 
 
 
 
Rather than sell directly to the person you are targeting, sell to a person they are with.
This can be a husband, wife, child, friend, grandparent, etc.
Start by being friendly with them (the target person won't mind this) then gradually increase the selling to them.
Cast them as an authority (particularly as they buy into your idea).
When they are making approving noises or say they would like one, start selling to the real target of the sale.
Rope in the companion as a sales assistant.
If you are lucky, you might make two sales!
Examples
Hello young man, that's a nice hat! Do you like shoes too?...Do you like these?
Good day sir, madam...You seem to like this too, madam...Which shade is best?...
  
How it works ?
The Companion Close works because the companion to whom you are selling the idea does not have to make a financial or other commitment and so will be more ready to agree with you.
When the real target of the sale sees that the other person has agreed, they are more likely to also agree, in order to maintain consistency with their thoughts of their companion being intelligent and to maintain harmony in their relationship with them.
 
 
 
 
 
Be nice to them. Tell them how wonderful they are. Be amazed and impressed by them.
Cast them as the expert so they sell to themselves.
Tell them how good they look or sound.
Tell them how others will be impressed by them.
Tell them how impressed you are with them as a person. Admire their integrity.
Then ask for the sale.
Also compliment them on previous decisions. If you are selling cars, admire the car they already have, although you can also appreciate their need for a new one.
Examples
Wow. You really know your stuff. Would you like to buy this now?
Well, as you are the expert, you will understand how good this is.
That dress looks really good on you, madam.
Your friends will be impressed when you show it to them.
  
How it works ?
The Compliment Close works by flattering the other person, massaging their ego so they are more concerned with feeling good than parting with their money.
It can help to associate the person with the product, so they feel their sense of identity becoming attached to the product.
It also works by being nice to the other person so they feel obliged to be nice to you and buy your product.
Putting the other person on a pedestal and admiring them encourages them to live up to the high expectations you have of them.
Complimenting them on a previous purchase is telling them that they make good decisions (and hence can make a good decisions this time too).
The Compliment Close is also known as the Vanity Close, the Ego Close or the Flattery Close.
 
 
 
 
 
Offer a concession of something they want in return for them buying the product.
You can be explicit about wanting an order in return for the concession or you can give the concession without asking - the other person will very likely still feel they owe you something for it.
Examples
If I reduce the price by 10%, will you take the product today?
Well, I think you deserve a free case with this.
Listen, I'm going to throw in a free tank of fuel.
If you are ready now, I'll make sure it is delivered by the end of the day.
 
How it works ?
The Concession Close works by offering the other person something and either requesting or implicitly expecting something in return - usually the sale.
The Concession Close is also called the Trade-off Close. 
 
 
 
 
 
 
 
When the other person offers an objection, make it a condition of resolving their objection that they make the purchase.
You can also use this approach to make any trade - for example if you want them to watch a promotional video, offer a cup of coffee.
Always, by the way, phrase it in the form 'If I...will you...' rather than 'Will you...if I...'. This is because our brains work very quickly and starting with 'will you' causes them to begin thinking immediately about objections and they may miss the exchange. On the other hand, starting with 'If I...' will cause psychological closure on what you are offering thus drawing them in to the close.
Examples
You say you want a red one. If I can phone up and get you one, will you take it today?
If we can figure out the finance for you, will you choose this one?
If I get you a cup of coffee, would you like to sit down and look through the brochure?
  
How it works ?
The Conditional Close uses the Exchange principle to build a social agreement that if I solve your problem, you will buy the product in return.
 
 
 
 
 
Woo the other person like you were wooing a mate. Pay attention to them. Give them sincere compliments. Buy them dinner, if that is appropriate. Put them on a pedestal.
Generally treat the other person as if you like them, as a person, and that selling is a secondary issue.
If the sale is taking place over a period of time, work hard to develop the relationship. Call them often enough to show your interest. Make them welcome when they visit. Be someone who makes them feel special.
The final request for the sale is like proposing marriage to them. If they truly love you (or at least how you have been treating them), they will, of course, say yes.
Beware of harassment, stalking and other unwanted attention, of course. You want to attract them, not frighten them away.
Examples
You know, it's just so wonderful how you look in that coat.
It's so lovely talking to a person like you...No, it's no bother at all...Let me take that for you...Ho ho, you're witty, too...
I have a couple of tickets for the game on Saturday. Would you care to come as my guest?
 
How it works ?
Selling is very close in many ways to courtship. Or maybe it is the other way around. Whatever, the Courtship Close works by using many of the methods that young men use to woo young women. Or women men, or men men. Or whatever. Courtship varies around the world and even around one country. So know the triggers and press the right buttons. 
 
 
 
 
 
 
 
After a meeting that does not result in a close, call up the customer as the Customer Service Manager. Explain that it is a normal follow-up call to check the quality and customer-orientation of the sales staff.
Ask about the appearance, courtesy and knowledge levels of the sales person. This, in itself, is highly valuable information.
Then ask for reasons why they did not buy. This gives you objection information you can then address. For example, you can say that because they have been so helpful, you (as the manager) can offer an extra discount.
Examples
Hello, Mr. X. I'm the Customer Service Manager at XYZ. I believe you spoke with one of our sales representatives on Monday? We have a strong customer service policy in the company and regularly check to ensure we are helping you at every step of the way. Could you take a couple of minutes to help answer a few questions?
 
Mr. X, I can understand why it seemed expensive. Well, as you have been so helpful, I can offer you an extra discount today.
 
How it works ?
The Customer-care Close shows that you care about the person, building trust and creating a bond between the customer and the Service Manager. It also gives you information that you can use to both improve your sales technique and also handle objections in this sale.and the other person will be flattered enough to buy you, hook, line and sinker. 
 
  
 
 
 
 
If you are able to, do a spectacular demonstration of your product that really makes them 'wow'.
If you can't do it with them there (which is by far and away the best), then use a video or otherwise add impact.
Give them a go. Let them try and find out for themselves.
Examples
I sell bullet-proof vests. Let me demonstrate...
You won't believe this. I didn't either when I first saw it. Just watch...
  
How it works ?
The Demonstration Close works by giving them evidence that they cannot deny. The visceral experience of sensing a product being used cannot be beaten by talk or even explicit pictures.
It is particularly effective if they have already predicted that your demonstration will not work as, being forced to revise a prediction they will also have to revise the beliefs on which it was based.
 
Go to Top...
 
 
 
 
Deliberately distract them or wait for a moment when they are distracted by something else, such as the kids playing up, a phone going or something like that.
In other words, catch them in a weak moment when their minds are elsewhere.
Then press for the close. Ask directly for the sale. Give them the contract to sign.
Examples
(their phone goes off). So you do want it now, right?
  
(there is a lot of disturbance nearby). Can you just quickly sign here?
 
Here's a cup of coffee. Would you like some cake? Just sign there...that's fine.
 
How it works ?
The Distraction Close works by waiting until they are approaching emotional overload or have only a part of their rational mind on you. At these times, they will not be thinking quite as carefully about objecting, and agreeing to the sale will take some of the load off their minds.
 
 
 
 
 
Express doubt either about the product or the readiness of the person for the product, but make this a relatively weak and easily challenged statement.
Pause to let the person disagree, which a contradicting person will almost certainly do. If they do not challenge your doubt, then smoothly continue with a summary of everything so far.
Examples
I don't know if this product is the right thing for you.
I'm not sure if you're ready for this. Although it does ... (review benefits).
Although most people do not know how to use these, perhaps you can...
 
How it works ?
The Doubt Close works by pre-empting their doubting thoughts. If you echo these thoughts, it saves them from having to think the same thoughts. When they accept these, they will begin to trust you and hence will be ready to accept suggestions of other things to think. 
  
 
 
 
 
 
Focus on the overall economic situation, showing how the cost is less by considering certain factors.
Show how buying a larger quantity gives volume discounts, reducing the unit cost.
Show how buying alternatives has hidden costs.
Structure deals for them that will cost less overall.
Talk about the longer-term costs.
Examples
You get more for your money in the family-sized box.
Yes, it is cheaper in the next town, but it will cost you more in travel to get there. And you've already spent money to travel here.
You can buy on credit card, but our financing system has lower interest rates.
This model, sir, is much better value.
  
How it works ?
Many people focus solely on price, and this plays directly to their concern by showing you are trying to save them money. By doing this, you also gain trust and may be able to sell them more. Even those who are not so concerned about price will have it as an issue at some level, and again you will impress them by taking up this cause for them.
 
 
 
 
 
Maneuver them into a position where not buying would embarrass them.
Dissuade them from buying cheap (rather than 'less expensive') options by pointing out that they are cheap, low quality, etc. and that more expensive options are much better value.
Tell stories of cheapskates who make 'false savings' with the cheap options.
Sell to the people they are with, so the other person would have to disappoint their friends, family, etc. by not buying.
Appeal to their sense of important and affluence.
Examples
This is the cheapest option. This one, however, is much better value.
Hello young man, do you like this? ... Well, madam, I think he's made a choice!
Not many people can afford this one 
  
How it works ?
The Embarrassment Close appeals to emotions such as pride. It uses the Alignment principle to get people to align their buying actions with their self-image of kind, affluent, etc.
It works particularly well if the other person is in a social situation where the embarrassment would be particularly strong, from a group of peers to a person of the opposite sex.
Young men, perhaps unsurprisingly, are particularly susceptible to the Embarrassment Close.
 
 
 
 
 
Play to their emotions, deliberately evoking specific emotions.
Find if they respond more to positive or negative emotions and act accordingly.
If in doubt, go for positive emotions - these are usually better.
Examples
If you took this home now, how would you feel?
Does holding that make you feel good?
People who do not buy this invariably feel bad later. 
  
How it works ?
The Emotion Close works because all decisions are based on emotions. Even if you go through a logical thought process, the final step is always emotional.
 
 
 
 
 
Empathize with them. Feel what they feel. Walk a mile in their shoes. Understand their situation completely.
Then, when they are empathizing back, you decide like they would decide.
You can even talk about yourself, using 'I' instead of 'you'.
Also empathize with the product you are selling and bring this into the equation. Be a match-maker in bringing this great product to a worthy customer.
Examples
I completely understand...and it makes so much sense to me to do this now.
You know, this solution works so well for me.
 
How it works ?
The Empathy Close works by first harmonizing yourself with them and then, when you feel what it is like for them to close, they naturally come along with you.
Done well, you will close at the exactly the right moment and for exactly the right reasons for them, and they will come back again and again.
The Empathy close is also called the Love Close.
If you love the product you are selling and love your customers, you will be a truly great salesperson. 
 
 
 
 
 
 
Make them a very kind offer that they cannot take up.
Offer to do something using a thing you have for sale, and which they might feasibly have but probably do not have.
Then sell them that thing. If they do have one, of course you must complete your offer with good grace - it will still help build social capital for you.
Examples
Shall I fit your spare wipers? ... Oh, you have none. Well fortunately, we have some in stock...
Would you like to come to the race day ... Oh of course, you're busy.
Will you need help setting up the computer? ... Oh yes, of course, your IT people will do that.
  
How it works ?
Although the Empty-offer Close does not require that you to giving them something, the rules of exchange means that they still feel that they owe you something in return for your generous offer.
 
 
 
 
 
Explain how not everybody is allowed to buy this item and that some form of 'qualification' is needed.
If they do not meet the criteria, you can quietly 'let them' buy as a special favor.
Examples
This discount is for local residents only. Do you live in the town? ... Yes, of course I can see you have shopping bags from Rio's Store.
  
This is a membership special, sir. You get 20% off if you're member of our club -- it's very cheap to join.
 
To start this high-powered course you have to have completed the introduction training. Shall I sign you up for that first?
 
There is normally a 5% discount for regular customers. Don't tell the boss but I'll give it to you if you can pay cash (he won't find out then).
 
How it works ?
When we are told we cannot have something, our sense of control is offended, so we are motivated to take control.
When we find we qualify for something, then our sense of identity is boosted as we gain a sense of belonging to a 'special group' (and which makes our satisfaction with the purchase higher).
 
 
 
 
 
If they are not ready to close today, then close on a future date.
Perhaps they want to think it over. Ask how much time they need. Ask if they may be ready to buy then. After thinking about this, they may be ready to close now. If not, do a Calendar Close so you can meet up next time.
Examples
How much time do you need to think about it? ... As you consider having thought about it now, what do you think?
When you have thought about it, do you think you may be ready to buy?
When we meet next week, will you have thought it through then?
 
How it works ?
The Future Close works by getting them to think in the present about the future, hence bringing the future to now so they can 'compress time' and possibly close now. 
 
  
 
 
 
 
Offer them something attractive, then retract the offer, taking it away.
Then make them work to get it back. You might find they're desperate enough to pay full price.
Examples
Here's what you were looking for. Oh, hang on, it's already been reserved for someone else. ... Well, if you want to pay cash now, maybe I could order a replacement in time for the other customer.
  
Ladies and gentlemen, would you pay 20 for this potato peeler? Of course you would and many have, but I'm not going to let you have it. Not yet. Now I'm going to add this utility knife and this apple corer, both worth 15 each and only ask 25 for the whole lot. Now I've only a few left, who's going to take them? Thank you madam! Yes sir, one's for you...
 
How it works ?
When a person sees something desirable, they start to psychologically close on it. Even paying attention creates a weak sense of ownership. When you take the product away, you affect the person's need for a sense of control with the result that they will likely fight back, figuratively trying to take back what is 'theirs'.
The scarcity principle says that people want what is scarce, and the more scarce it is, the more they want it.
 
 
 
 
 
If you want a person to take a particular option, do not mention it directly, but show how all other options are not feasible or undesirable.
Then let them choose the option themselves.
Examples
Sorry, we're out of that one...Oh that one is really expensive...And that one has got really bad reviews and I wouldn't recommend it...
  
How it works ?
Sun Tzu, the famous Chinese General who wrote the classic text about winning wars without fighting, said 'Build your enemies a golden bridge'. By this he mean you corner them, and then rather than fighting (whence they, having nothing to lose, would fight to the death), you back off a little and let them leave with dignity - just in the direction that you want them to go.
The Golden Bridge Close thus works by closing off all options except the one you want.
 
 
 
 
 
When you are getting near to closure or if you are having problems, hand over the actual closure to another person.
You can frame this as a different process, for example where your job was to help the customer choose and the next person is to agree final details, agree price or just take down details.
Examples
Right. Now that we've got the fit right, Mr. Jones here is going to help sort out the paperwork.
  
You have said that price is important to you and Mrs Williams is our senior manager and is going to take over now.
 
How it works ?
When the new person takes over, they may act as if everything else has been agreed. The new person is not encumbered with any baggage and the customer may be reluctant to go over any previous detail and effectively give in when faced with a person who may not understand objections raised.
There is a danger, of course, that the buyer will go backwards to re-negotiate detail already agreed. Other problems can also occur, such as the customer backing out because they have bonded with the initial sales person. This method must therefore be used with care.
This process can be used when junior people are used to explain the details of a product whilst a senior person takes over the price negotiations.
 
 
 
 
As you make a closing offer, extend your hand for a handshake. Smile and nod as if the deal is done. Look expectantly. If necessary, raise your eyebrows slightly.
Examples
(Extending hand) So, are you ready now to do the deal today?
  
(Extending hand) We have a deal?
 
(Grasp their hand) Well done. You've got a good deal today.
 
How it works ?
When you offer your hand to somebody in greeting they will automatically feels obliged to shake your hand in return, often doing this without really thinking.
When they do shake your hand, they may realize that they are also agreeing to the close. Most people will not then feel able to retract their agreement.
 
 
 
 
 
Get them amused by telling a joke or otherwise making witty remarks. Then either go for a relaxed close with another closing technique or weave closure into the joke.
This is particularly useful when they are tense for some reason.
Beware of politically-incorrect humor unless you are sure it will be effective.
Self-deprecating humor is often a safe bet and shows you to be confident and likable.
Examples
This carpet was personally woven by the Queen of Sheba.
Oh go on. It'll make both our wives very happy.
If you don't buy this now, I'll be told to go and stand in the corner!
I'd better not sit down in case the boss sees me.
  
How it works ?
Relaxed and happy people are less likely to object.
When you make someone laugh, they will like you more. And we are more likely to buy from people we like.
 
 
 
 
 
Hurry them up. Speed up the proceedings.
Talk fast, move fast. Encourage them to do the same.
Hint (every so gently) that slower thinking is not very clever.
Say that if they cannot decide quickly then others might get the deal.
Examples
Yessir, thisisthebest.Theverybestyoucanget.
Absolutelydootley. If you can keep up with the Joneses you can keep up with the best deal. If you want to succeed you must speed, or others will get there first.
  
How it works ?
Speeding people up stops them from pausing to think about reasons why they should not buy.
 
 
 
 
 
Imply that intelligent people make this purchase.
This is particularly useful in selling technology where people may shy away from the complexity.
The intelligence can also be associated just with doing a good deal.
You can also imply that it is stupid not to buy.
Examples
I sold one of these to a doctor yesterday.
This is a really clever solution.
It's a bit complex, but you look like you can handle that sort of thing.
It would be stupid not to buy it at this price. 
  
How it works ?
The IQ Close works by associating intelligence with closure. Thus, if people think they are intelligent (and we all do) they will be attracted towards purchasing the product and hence feeling that they are intelligent.
If the person has an avoidance preference, then implying they would be stupid not to buy makes them aim to avoid the stupidity.
 
 
 
 
 
Ask them about minor points, getting decisions on things they might consider if they were really going to buy the product.
Ask about size, shape, shade, delivery times, fitting options and so on.
Then go for the final close on purchase.
Examples
If you chose this one, which model would you prefer?
  
There are five shades available. Which do you like the best?
 
Do you have a click-fit system already? ... Good, that will make it easy to install.
 
How it works ?
The customer knows they need to decide on many factors, and this complexity of decision may be holding them back. By getting the easier decisions out of the way, this greatly simplifies the final decision.
After several closures on minor points, the customer gets accustomed to the pleasure of feeling of closure. They can continue this by making the purchase.
 
 
 
 
 
When people are procrastinating or dithering over whether they should buy now or buy later, show them that delaying will either get them no advantage or may even be to their disadvantage.
Talk about what they will miss by not having it over the coming period.
Give examples of people who waited for the best moment, which never came.
Examples
If you leave it until next year, you'll have one year less to enjoy it.
The best time to buy is when you need it -- which I'd say is now, wouldn't you?
My friend spent his whole life looking for the perfect partner.
 
How it works ?
The Never-the-best-time Close works by reframing delaying tactics as value-destroying procrastination. 
 
 
 
 
 
 
 
Make completing the deal so completely easy for them that any thought that might put them off is not there.
Fill in all forms for them. Do all the paperwork.
Include delivery, installation and setup.
Examples
I've filled in all the paperwork and all you need is to sign here.
It will be delivered Tuesday, when you are in, and fully installed by qualified fitters.
  
How it works ?
The No-hassle Close works by being so simple and easy for the other person that any anticipated difficulty or hassle that may be holding them back is blown away.
It also encourages them to return the favor as an exchange for your help with the completion.
 
 
 
 
 
Make them an offer, but make it short-term to the point that they must choose to buy now. Thus they cannot come back tomorrow, when the price will be higher.
Show how this is the last day of the sale.
Say that you need to make your numbers by tomorrow so you are decreasing the price more than you would otherwise.
Examples
I should get approval to do this for a customer, but hey, my manager is out.
This is the last one on the sale. They have been selling so well.
If you sign today, I'll give an extra 2% discount.
We are only in the area until the end of today.
Take it or leave it. This is your only chance.
 
How it works ?
The Now-or-never Close works by hurrying them up with a one-off deal. With less time to reflect or seek alternatives, they have to choose, and the thought of losing out will push them towards deciding now. 
 
 
 
 
 
 
Act as if they already own what is being sold.
Talk about 'your' product and what they are going to do with it. Discuss how it already fits into their lives. Admire it.
Do not talk about whether they are ready to buy or have already bought it. Just act as if it has always been theirs.
Examples
Now where will you put your new wardrobe?
What will people say about your car here?
What do you like most about your camera?
You've got a really lovely picture here.
  
How it works ?
The Ownership Close uses the assumption principle, acting as if they already owned the product. This seeks to create mental closure on the principle of already owning it.
 
 
 
 
 
Promise a refund if they find the product elsewhere at a lower cost.
The refund can be the whole price (and you take back the product).
It is often the difference between the two prices, so they effectively get it at the lowest price.
Sometimes, for emphasis, it is 'double the difference' (although you have to be particularly careful with this, of course).
Put boundaries on the offer, for example 'only valid for other shops in town', 'within the next two weeks', 'internet offers not valid'.
Examples
Never knowingly undersold.
If you can find the same product cheaper locally, we'll refund double the difference!
Our price promise to you is...
 
How it works ?
Many people when they are buying fear finding somewhere else afterwards where the product is cheaper, and hence do not buy. The Price-promise Close eliminates this fear.
In practice, extremely few people take up on this type of offer, because the difference is small, they are embarrassed to ask for money back or the confidence it gives them actually stops them from looking at other prices! 
 
 
 
 
 
 
 
There are a number of variants of Puppy Close.
Give them the product to try out. If possible let them take it home. Like a puppy, it should sell itself.
Be charming and cute, just like a puppy dog.
Flatter them. Be very nice. Act something like a good child who deserves a reward.
Another variant is to frame what you are selling in the same cute and fluffy light.
Examples
Can I leave it with you for the week?
It would be so nice if you bought one from me today.
You know, I just love meeting people like you who know what they want now.
Oh, go on, spoil yourself.
Just look at it. Isn't it so loveable?
Would you like to hold it? Doesn't it feel sooo good?
  
How it works ?
The Puppy Close, when you give them the item to try out, works by the investment principle, where as they spend time with it they grow closer to it as they associate their identity with it.
The Puppy Close, when you are acting in a cute way, works by appeal principle, where you appeal to their kind and gentle nature. By framing the other person as good and kind (with which, of course, they agree), you also invoke the consistency principle, where they then feel obliged to act in alignment with the way you have described them (and they have accepted as an accurate and true description).
Acting in a child role is playing the Parent-Child game from Transactional Analysis. Where you act as a needy and deserving child, you invoke the Nurturing Parent in them.
 
 
 
 
 
Emphasize quality over other factors, particularly price.
Talk about how other people will be impressed by the quality of the product.
Talk about how quality products last longer, wear less, require less maintenance, etc.
'Sell on Quality, not on Price'
Examples
For a one-off payment you get non-stop quality.
The quality of this shows really who you are.
This will last for ever.
Once you try this, you will never want another brand.
This product is far more reliable.
 
How it works ?
The Quality Close works by appealing either to the other person's vanity or to their sense of longer-term value. For vanity, you are associating their identity with 'quality'. For value, you are reframing price across time. 
 
 
 
 
 
 
Repetition Close...
 
Achieve the close by repeating a closing action several times.
Show them the product, then other products, then come back to the product, ... and repeat this three or four times.
Tell them several reasons why they should buy.
Ask several questions that remind them about the product.
Tell them about several different other people who bought the product.
When they refuse, go back to the product several times.
Examples
Look at this...you could try that...but this is good too...and another...but this...
I know you're not going to buy, but I just want to show you one more thing...
  
How it works ?
The Repetition Close works because many people need to repeat things a few times before they 'get it'. In a shoe shop, for example, they may have to pick