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Conditional Close

 

Disciplines > Sales > Closing techniques >  Conditional Close

Technique | How it works | See also

 

Technique

When the other person offers an objection, make it a condition of resolving their objection that they make the purchase.

You can also use this approach to make any trade - for example if you want them to watch a promotional video, offer a cup of coffee.

Always, by the way, phrase it in the form 'If I...will you...' rather than 'Will you...if I...'. This is because our brains work very quickly and starting with 'will you' causes them to begin thinking immediately about objections and they may miss the exchange. On the other hand, starting with 'If I...' will cause psychological closure on what you are offering thus drawing them in to the close.

Examples

You say you want a red one. If I can phone up and get you one, will you take it today?

If we can figure out the finance for you, will you choose this one?

If I get you a cup of coffee, would you like to sit down and look through the brochure?

How it works

The Conditional Close uses the Exchange principle to build a social agreement that if I solve your problem, you will buy the product in return.

See also

Exchange 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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