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 Distraction Close

 

Disciplines > Sales > Closing techniques > Distraction Close

Technique | How it works | See also

 

Technique

Deliberately distract them or wait for a moment when they are distracted by something else, such as the kids playing up, a phone going or something like that.

In other words, catch them in a weak moment when their minds are elsewhere.

Then press for the close. Ask directly for the sale. Give them the contract to sign.

Examples

(their phone goes off). So you do want it now, right?

(there is a lot of disturbance nearby). Can you just quickly sign here?

Here's a cup of coffee. Would you like some cake? Just sign there...that's fine.

How it works

The Distraction Close works by waiting until they are approaching emotional overload or have only a part of their rational mind on you. At these times, they will not be thinking quite as carefully about objecting, and agreeing to the sale will take some of the load off their minds.

See also

Closing techniques, Satisficing

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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