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 Standing-room-only Close

 

Disciplines > Sales > Closing techniques > Standing-room-only Close

Technique | How it works | See also

 

Technique

Show how other people are all queuing up to buy the product.

Indicate that the other people are known to or are like the other person.

Hint at how they may be left behind by others or even seen as slow and backward by not buying the product sooner.

Combine it with hints of scarcity, showing how the product is so popular you may run out soon.

Examples

I had six people in here yesterday and every one of them bought several of these.

Other departments are applying. I'd get my application in quick.

They are jumping off the shelves like hot cakes, sir.

I don't know how many more people will be here tomorrow.

How it works

The Standing-room-only Close works by the Evidence principle, where the evidence of other people's interest in the product socializes it.

It shows that the person is not an early adopter but runs the danger of being in the late majority or even seen as a laggard.

See also

Evidence principle, Scarcity 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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