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How we change what others think, feel, believe and do
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How we change what others think, feel, believe and do |
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Exclusivity Close
Disciplines > Sales > Closing techniques > Exclusivity Close Technique | How it works | See also
TechniqueExplain how not everybody is allowed to buy this item and that some form of 'qualification' is needed. If they do not meet the criteria, you can quietly 'let them' buy as a special favor. ExamplesThis discount is for local residents only. Do you live in the town? ... Yes, of course I can see you have shopping bags from Rio's Store. This is a membership special, sir. You get 20% off if you're member of our club -- it's very cheap to join. To start this high-powered course you have to have completed the introduction training. Shall I sign you up for that first? There is normally a 5% discount for regular customers. Don't tell the boss but I'll give it to you if you can pay cash (he won't find out then). How it worksWhen we are told we cannot have something, our sense of control is offended, so we are motivated to take control. When we find we qualify for something, then our sense of identity is boosted as we gain a sense of belonging to a 'special group' (and which makes our satisfaction with the purchase higher). See also
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