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Category: Whole List

Summary Close

Like the title suggests, this technique involves providing a clear summary of good reasons for the prospective to buy the product in question.

Similarity Close

The similarity close involves describing situations where someone similar, or in a similar situation, went ahead and bought the product in question.

Aversive Conditioning

Aversive Conditioning involves pairing an unpleasant stimulus with an unwanted behaviour (such as nail-biting, smoking) in order to create an aversion to it.

Standing-room-only Close

The standing-room-only close involves letting the prospect know that other people are queuing up to buy the product.

Testimonial Close

This closing technique involves giving examples of what other customers who bought the product have said about it.

Valuable Customer Close

This technique involves making the customer believe that he is a particularly valuable customer, and that he is receiving special treatment.

Yes Set Close

This selling technique involves using a yes set prior to closing a sale.

Repetition Close

The repetition close involves annoying the prospect into submission, by repeating yourself over and over again.

Quality Close

This technique focuses on selling on quality rather than on price.

Puppy Close

This technique involves letting the customer try the product for a short period of time, giving the customer an opportunity to become attached to it.…

Ownership Close

This closing technique involves letting the prospect feel and think that they already own the product by labeling it as theirs.

Negative Reinforcement

Negative reinforcement refers to strengthening a behaviour by taking away a negative stimulus when the behaviour is carried out.

Law of Association

The law of association states that when an individual is present simultaneously with pleasurable stimuli/feelings, a positive association will be created.

IQ Close

This closing technique involves suggesting to the prospective customer that people who buy the product in question are more intelligent and well informed than other…

Hakalau

Hakalau is a technique for shifting ones attention from a small focused area to the visual scope in general. This is achieved by sharply focusing…

Evoking Reciprocity

This technique involves giving a gift without expectation, or sharing a personal thought so as to prompt a desire for reciprocation.

Economic Close

The economic close technique involves showing the prospect how he or she will be saving money by purchasing the product.

Demonstration Close

This technique involves demonstrating the product, in order to prove that it is everything that you say it is.

Cue-controlled Relaxation

Cue-controlled Relaxation is a technique that involves pairing a word or two-word phrase (eg. “relax” or “let go”) with the relaxation response.

Compliment Close

The compliment close involves using flattery in order to increase buying temperature.

Companion Close

The companion close involves appealing to the fact that someone accompanying the customer (or someone close to them) might also appreciate the product in question.

1-2-3 Close

The 1-2-3-close is a selling technique where the salesperson highlights three things about a product that are it’s main benefits, giving a simple summary of…

Yes Set

The yes set is a series of statements or questions designed so that the only reactions or answers will be positive. A succession of these…

Universals

Universals are simple questions or statements where the response can only be positive, and can be added to a conversation in order to create an…

Self-point

This technique involves pointing towards yourself in conversation as a way of (covertly) pairing yourself with desirable traits.

Reframing

Reframing is the act of changing beliefs by changing the structure of thought patterns.

Re-Imprinting

Re-imprinting is a technique for changing unwanted imprints (strongly held unconscious beliefs), where the subject (either you or someone else) thinks back in time, to…

Echoing

Copying back exact words, sentence structures and tonality of a person, in order to create rapport.

Crossover Matching

The crossover technique is an indirect version of matching a person’s behaviour. If the person scratches their leg, you might scratch your arm, etc.

Away-point

This technique involves pointing away from oneself during conversation, in order to emphasize traits that you do not want to be associated with.

Anchoring

  Anchoring is a technique that involves deliberately pairing an internal state to an external touch, sound or something the subject can see. Once this…

Age Regression

  Age regression is a technique where the subject is lead, through visualization, back to an earlier point in their life.  

Statistical Facts

The statistical facts technique involves making statements about a person, based on knowledge taken from demographic data or knowledge of trivia.

Shotgunning

The shotgunning technique involes putting a general/open statement “out there” in order to get a hit. Examples: “I’m getting a name, something with the letter…

Jacques Statements

Jaques statements are statements given to the individual, which are based on a general knowledge of issues people deal with in certain stages of life.