Never-the-best-time Close

Disciplines > Sales > Closing techniques > Never-the-best-time Close

Technique | How it works | See also

Technique

When people are procrastinating or dithering over whether they should buy now or buy later, show them that delaying will either get them no advantage or may even be to their disadvantage.

Talk about what they will miss by not having it over the coming period.

Give examples of people who waited for the best moment, which never came.

Examples

If you leave it until next year, you'll have one year less to enjoy it.

The best time to buy is when you need it -- which I'd say is now, wouldn't you?

My friend spent his whole life looking for the perfect partner.

 

How it works

The Never-the-best-time Close works by reframing delaying tactics as value-destroying procrastination.

See also

Appeal principle, Assumption principle, Scarcity principle

Books on Sales Closing

Sales Books