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Courtship Close

 

Disciplines > Sales > Closing techniques >  Courtship Close

Technique | How it works | See also

 

Technique

Woo the other person like you were wooing a mate. Pay attention to them. Give them sincere compliments. Buy them dinner, if that is appropriate. Put them on a pedestal.

Generally treat the other person as if you like them, as a person, and that selling is a secondary issue.

If the sale is taking place over a period of time, work hard to develop the relationship. Call them often enough to show your interest. Make them welcome when they visit. Be someone who makes them feel special.

The final request for the sale is like proposing marriage to them. If they truly love you (or at least how you have been treating them), they will, of course, say yes.

Beware of harassment, stalking and other unwanted attention, of course. You want to attract them, not frighten them away.

Examples

You know, it's just so wonderful how you look in that coat.

It's so lovely talking to a person like you...No, it's no bother at all...Let me take that for you...Ho ho, you're witty, too...

I have a couple of tickets for the game on Saturday. Would you care to come as my guest?

 

How it works

Selling is very close in many ways to courtship. Or maybe it is the other way around. Whatever, the Courtship Close works by using many of the methods that young men use to woo young women. Or women men, or men men. Or whatever. Courtship varies around the world and even around one country. So know the triggers and press the right buttons and the other person will be flattered enough to buy you, hook, line and sinker.

See also

Treat Close, Harmony principle, Relationship selling

 

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

 

Sales Books

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