Emotion Close

Disciplines > Sales > Closing techniques > close

Technique | How it works | See also

Technique

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.