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The Personal-Closure Trap

 

Disciplines > Sales > Sales articles > The Personal-Closure Trap

 

Description

Whatever you do in selling, be careful about your own personal perception of the sale.

A trap into which many sales people fall is the 'personal closure' trap, where they themselves cognitively close on the deal before the customer closes, believing that they sale is done and that the customer is in the bag.

The smart customer will take advantage of this, keeping you dangling and slavering as they demand 'one more' reduction in price or several extra additions.

Example

A car salesperson gets so excited about the deal that they emotionally close themselves. The potential buyer then backs off a deal, leaving the sales person emotionally fragile and in desperate need of completing the closure. The buyer casually says 'So that's an extra 10% off'. The sales person agrees. The buyer adds 'and with alloy wheels, of course'. The sales person desperately agrees...

Discussion

A good practice when selling is to emotionally lead the customer, going where you want them to go. Once you have set up rapport, this can be used to lead them into a state of closure. However, if you go into closure and they do not follow, then you may find your own need to complete the deal leads you to giving away too much.

See also

Closure principle, Closing techniques

 

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Site Menu

| Home | Top | Quick Links | Settings |

Main sections: | Disciplines | Techniques | Principles | Explanations | Theories |

Other sections: | Blog! | Quotes | Guest articles | Analysis | Books | Help |

More pages: | Contact | Caveat | About | Students | Webmasters | Awards | Guestbook | Feedback | Sitemap | Changes |

Settings: | Computer layout | Mobile layout | Small font | Medium font | Large font | Translate |

 

 

Please help and share:

 

Quick links

Disciplines

* Argument
* Brand management
* Change Management
* Coaching
* Communication
* Counseling
* Game Design
* Human Resources
* Job-finding
* Leadership
* Marketing
* Politics
* Propaganda
* Rhetoric
* Negotiation
* Psychoanalysis
* Sales
* Sociology
* Storytelling
* Teaching
* Warfare
* Workplace design

Techniques

* Assertiveness
* Body language
* Change techniques
* Closing techniques
* Conversation
* Confidence tricks
* Conversion
* Creative techniques
* General techniques
* Happiness
* Hypnotism
* Interrogation
* Language
* Listening
* Negotiation tactics
* Objection handling
* Propaganda
* Problem-solving
* Public speaking
* Questioning
* Using repetition
* Resisting persuasion
* Self-development
* Sequential requests
* Storytelling
* Stress Management
* Tipping
* Using humor
* Willpower

Principles

+ Principles

Explanations

* Behaviors
* Beliefs
* Brain stuff
* Conditioning
* Coping Mechanisms
* Critical Theory
* Culture
* Decisions
* Emotions
* Evolution
* Gender
* Games
* Groups
* Habit
* Identity
* Learning
* Meaning
* Memory
* Motivation
* Models
* Needs
* Personality
* Power
* Preferences
* Research
* Relationships
* SIFT Model
* Social Research
* Stress
* Trust
* Values

Theories

* Alphabetic list
* Theory types

And

About
Guest Articles
Blog!
Books
Changes
Contact
Guestbook
Quotes
Students
Webmasters

 

| Home | Top | Menu | Quick Links |

© Changing Works 2002-
Massive Content — Maximum Speed