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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

**** 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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