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 Rational Close

 

Disciplines > Sales > Closing techniques > Rational Close

Technique | How it works | See also

 

Technique

Use logic and reason to persuade. Show them evidence that the product works well and that other customers were satisfied. Leverage science and irrefutable proof. Explain reasonably why buying is the right choice.

With care, you can construct a powerful argument that uses a traditional and proven structure for persuasion.

Examples

Well now, we've gone through all you needs and the product meets these well, right? ... And the price is good, true? ... Now is there anything else that would stop you buying today? ... No? So let's do the paperwork.

Do you want a carpet that will wear well with your children and your dogs? That will repel the dirt and stay fresh, even in doorways? This product uses a scientifically-proven formula that lets us offer you a ten year anti-wear guarantee.

How it works

This approach works simply by using rational reasoning that calls upon logic and science. As we are brought up in a social and educational system that defines science and reason to be correct, such an approach is powerfully persuasive. 

Some people decide by thinking and other more by feeling. This approach works well with many people, though it is most effective with the thinking decision-makers.

See also

Thinking vs. Feeling, Argument

 

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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