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Selective-deafness Close

 

Disciplines > Sales > Closing techniques > Selective-deafness Close

Technique | How it works | See also

 

Technique

Also 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

(they say it is too expensive) - Won't it look great in your house?

(they start to walk away) - Just look at this feature!

(they ask about things you do not have) - Would you like a cup of coffee?

How it works

The 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 also

Distraction principle, Attention principle, Framing 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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