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 Minor points close

 

Disciplines > Sales > Closing techniques > Minor points close

Technique | How it works | See also

 

Technique

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.

 

See also

Alternative Close, Closure principle, Yes-set Close

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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