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Repetition Close

 

Disciplines > Sales > Closing techniques > Repetition Close

Technique | How it works | See also

 

Technique

Achieve the close by repeating a closing action several times.

Show them the product, then other products, then come back to the product, ... and repeat this three or four times.

Tell them several reasons why they should buy.

Ask several questions that remind them about the product.

Tell them about several different other people who bought the product.

When they refuse, go back to the product several times.

Examples

Look at this...you could try that...but this is good too...and another...but this...

I know you're not going to buy, but I just want to show you one more thing...

How it works

The Repetition Close works because many people need to repeat things a few times before they 'get it'. In a shoe shop, for example, they may have to pick up and put down a pair of shoes three times before they decide to buy.

Many people have a certain number of times they need to repeat things before they achieve personal closure. If you can find this number (often around three or four), then you know how many times to repeat your close.

Repetition is a very fundamental pattern that affects us in primal ways.

See also

1-2-3 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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