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Best-time Close

 

Disciplines > Sales > Closing techniques > Best-time Close

Technique | How it works | See also

 

Technique

When people are procrastinating or will 'be back', emphasise how now is the best time to buy. All sales people know that 'there are no bebacks'.

Invoke seasonal effects, such a Summer, Christmas and other holidays.

Remind them of other short-term reasons, including sales, weather, and so on.

Find out other personal reasons why it is good to buy now, such as their partner's birthday, etc.

You can even do a reversal on 'never the best time to buy' by showing how this makes now as good a time as any.

Examples

We only bring these into stock for the Christmas season.

Summer is coming. Do you have all the garden furniture you need?

The forecast for next week is for sun. We have limited stocks of sun lotion.

The best time to buy is now, whilst...

There is no 'best time to buy' which makes now the best time.

If you were going to start saving money, when would you start?

How it works

The Best-time Close works by emphasising how now is the best time to buy and how delaying is not the best thing to do.

See also

Now-or-never Close

Appeal principle, Assumption principle, Scarcity principle

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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