How we change what others think, feel, believe and do

Ownership Close

Disciplines > Sales > Closing techniques > Ownership Close

Technique

Act as if they already own what is being sold.

Talk about 'your' product and what they are going to do with it. Discuss how it already fits into their lives. Admire it.

Do not talk about whether they are ready to buy or have already bought it. Just act as if it has always been theirs.

Examples

Now where will you put your new wardrobe?

What will people say about your car here?

What do you like most about your camera?

You've got a really lovely picture here.

How it works

The Ownership Close uses the assumption principle, acting as if they already owned the product. This seeks to create mental closure on the principle of already owning it.

Ownership Close

Technique

Examples

How it works

See also