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Treat Close

 

Disciplines > Sales > Closing techniques > Treat Close

Technique | How it works | See also

 

Technique

If you are selling something that you know they would like but cannot justify to themselves that they should buy it, then persuade them that they deserve a treat.

Point out how hard they have worked and that this would be a good reward.

Find out if they have given things to others. Point out that they need to be good to themselves as well.

Give them the excuse they need. Give them a reason they can tell themselves why it is a good thing to buy now.

Examples

I can see that you like it. You know, I really think you deserve it. Go on, treat yourself!

You have worked hard all your life. Don't you think you could do with some reward?

Look at all the things you have done for other people. Don't you think it's time to do something for yourself?

How it works

The Treat Close evokes the need for fair play, showing the other person as needing something to make up for other things they have done. It leverages the exchange principle with the other person as the deserving recipient.

See also

Exchange principle, The Need for Fairness

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