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 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.

See also

Evidence principle

Prediction

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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