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Rational Close
Disciplines > Sales > Closing techniques > Rational Close
Technique | How it works | See also
Technique
Use logic and reason to persuade. Show them evidence that the product works well and that other customers were satisfied. Leverage science and irrefutable proof. Explain reasonably why buying is the right choice.
With care, you can construct a powerful argument that uses a traditional and proven structure for persuasion.
Examples
Well now, we've gone through all you needs and the product meets these well, right? ... And the price is good, true? ... Now is there anything else that would stop you buying today? ... No? So let's do the paperwork.
Do you want a carpet that will wear well with your children and your dogs? That will repel the dirt and stay fresh, even in doorways? This product uses a scientifically-proven formula that lets us offer you a ten year anti-wear guarantee.
How it works
This approach works simply by using rational reasoning that calls upon logic and science. As we are brought up in a social and educational system that defines science and reason to be correct, such an approach is powerfully persuasive.
Some people decide by thinking and other more by feeling. This approach works well with many people, though it is most effective with the thinking decision-makers.
See also
Thinking vs. Feeling, Argument
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