How we change what others think, feel, believe and do
Minor points close
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.
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.
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.