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 Exclusivity Close

 

Disciplines > Sales > Closing techniques >  Exclusivity Close

Technique | How it works | See also

 

Technique

Explain 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.

Examples

This 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 works

When 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

The CIN Needs Model

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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