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How we change what others think, feel, believe and do
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How we change what others think, feel, believe and do |
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Standing-room-only Close
Disciplines > Sales > Closing techniques > Standing-room-only Close Technique | How it works | See also
TechniqueShow how other people are all queuing up to buy the product. Indicate that the other people are known to or are like the other person. Hint at how they may be left behind by others or even seen as slow and backward by not buying the product sooner. Combine it with hints of scarcity, showing how the product is so popular you may run out soon. Examples
How it worksThe Standing-room-only Close works by the Evidence principle, where the evidence of other people's interest in the product socializes it. It shows that the person is not an early adopter but runs the danger of being in the late majority or even seen as a laggard. See alsoEvidence principle, Scarcity principle
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