How we change what others think, feel, believe and do |
Selective-deafness Close
Disciplines > Sales > Closing techniques > Selective-deafness Close Technique | How it works | See also
TechniqueAlso known as the Selective-deafness close, you ignore anything that the other person says or does that does not lead you towards a close. Well, not so much ignore it as act as if it has not been said (you actually think hard about why they are saying what they do and seek ways to lead them away from it). Examples
How it worksThe Selective-deafness Close works by the principle that you get what you talk about. If their attention is on why they cannot buy, then they are likely to not buy. It also is related to the locus of control. If you are talking about what they want, you are on their agenda and they are in control. What you want is for them to think that they are in control, but they are actually walking down the path you control. See alsoDistraction principle, Attention principle, Framing principle
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Site Menu |
| Home | Top | Quick Links | Settings | |
Main sections: | Disciplines | Techniques | Principles | Explanations | Theories | |
Other sections: | Blog! | Quotes | Guest articles | Analysis | Books | Help | |
More pages: | Contact | Caveat | About | Students | Webmasters | Awards | Guestbook | Feedback | Sitemap | Changes | |
Settings: | Computer layout | Mobile layout | Small font | Medium font | Large font | Translate | |
| Home | Top | Menu | Quick Links | |
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