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Companion Close

 

Disciplines > Sales > Closing techniques >  Companion Close

Technique | How it works | See also

 

Technique

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.

See also

Appeal principle, Authority principle, Consistency principle, Harmony principle

Books on Sales Closing

**** Tom Hopkins, Sales Closing for Dummies, For Dummies, 1998  **** Zig Ziglar, Zig Ziglar's Secrets of Closing the Sale, Berkley Publishing, 1985  *** Stephan Schiffman, Closing Techniques: (That Really Work!), Adams Media, 1999  **** Stephan Schiffman, Getting to 'Closed': A Proven Program to Accelerate the Sales Cycle and Increase Commissions, Dearborn Trade Publishing, 2002  *** Joe Girard, Robert L. Shook, Robert Casemore, How to Close Every Sale, Warner books, 2002 ** Gary Karass, Negotiate to close: How to make more successful deals, Fireside, 1987

 

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