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Emotion Close

 

Disciplines > Sales > Closing techniques >  close

Technique | How it works | See also

 

Technique

Play to their emotions, deliberately evoking specific emotions.

Find if they respond more to positive or negative emotions and act accordingly.

If in doubt, go for positive emotions - these are usually better.

Examples

If you took this home now, how would you feel?

Does holding that make you feel good?

People who do not buy this invariably feel bad later.

How it works

The Emotion Close works because all decisions are based on emotions. Even if you go through a logical thought process, the final step is always emotional.

See also

Humor Close, Arousal principle, Emotions

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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