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Disciplines > Sales > Closing techniques > Save-the-world close

Technique | How it works | See also

 

Technique

Suggest that if they do what you ask, this will somehow lead to a significantly bigger gain being made.

Use phrasing such as 'If you...then...' to show causal connection.

Examples

If you contribute now you will be helping to save the lives of whales around the world.

A small savings each day will give you a life of luxury in retirement.

How it works

People generally are persuaded when a causal connection between two things is stated, even though it may be tenuous.

We all like to dream and the thought of somehow achieving these dreams with relatively little effort is very attractive.

See also

Amplification principle, Association 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

Sales Books

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