How we change what others think, feel, believe and do
When they are dithering close to a decision, offer them something unexpected and un-asked for that delights them.
All it needs to do is make them say 'Ooh, that's nice'. Or something like that.
A simple equation: delight = expectation + 1
Try and figure them out before using this close: for some people it will open them up again as they seek to gain more concessions.
The Bonus Close may work in several ways. First, the bonus is a temptation that
When they emotionally close on the bonus, the sensation of closure may also leak across to the main subject.
When they feel they have got something for nothing, they may agree to the deal for fear that you may take it away from them again.
You may also create a sense of exchange, where because you have given them something.
The Bonus Close is also known as the Delighter Close or the Extra Close.
And the big