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IQ Close

 

Disciplines > Sales > Closing techniques > IQ Close

Technique | How it works | See also

 

Technique

Imply that intelligent people make this purchase.

This is particularly useful in selling technology where people may shy away from the complexity.

The intelligence can also be associated just with doing a good deal.

You can also imply that it is stupid not to buy.

Examples

I sold one of these to a doctor yesterday.

This is a really clever solution.

It's a bit complex, but you look like you can handle that sort of thing.

It would be stupid not to buy it at this price.

How it works

The IQ Close works by associating intelligence with closure. Thus, if people think they are intelligent (and we all do) they will be attracted towards purchasing the product and hence feeling that they are intelligent.

If the person has an avoidance preference, then implying they would be stupid not to buy makes them aim to avoid the stupidity.

See also

Association principle

Attraction vs. avoidance preference

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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