Demonstration Close

Disciplines > Sales > Closing techniques > Demonstration Close

Technique | How it works | See also

Technique

If you are able to, do a spectacular demonstration of your product that really makes them 'wow'.

If you can't do it with them there (which is by far and away the best), then use a video or otherwise add impact.

Give them a go. Let them try and find out for themselves.

Examples

I sell bullet-proof vests. Let me demonstrate...

You won't believe this. I didn't either when I first saw it. Just watch...

How it works

The Demonstration Close works by giving them evidence that they cannot deny. The visceral experience of sensing a product being used cannot be beaten by talk or even explicit pictures.

It is particularly effective if they have already predicted that your demonstration will not work as, being forced to revise a prediction they will also have to revise the beliefs on which it was based.