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Ultimatum Close

 

Disciplines > Sales > Closing techniques > Ultimatum Close

Technique | How it works | See also

 

Technique

Show that if they do not agree to the deal now, then there will be significant negative consequences.

The most common structure for this is 'If...then...'

You may be the person who implements those consequences. You may also be the friend who warns them of the consequences that they may not have realized.

Examples

If you don't sign now, I'll have to talk to your manager.

Don't forget: this is the last day of the sale.

If you sign today, you will sustain your no-claims bonus. If you leave it until tomorrow, you'll have to start all over again.

 

How it works

This can be a very negative method, in that it is based on threats and fear, although the threat may be cloaked in a veil of friendship.

The ultimatum, when it comes from somewhere else, may indeed be real, in that you and they have no control over whether it happens or not.

It would seem that this kind of close is not a good idea, yet it is surprisingly common, especially in one-off selling.

See also

Fear

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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