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Ownership Close

 

Disciplines > Sales > Closing techniques > Ownership Close

Technique | How it works | See also

 

Technique

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.

See also

Assumption 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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