Best-time Close

Disciplines > Sales > Closing techniques > Best-time Close

Technique | How it works | See also

Technique

When people are procrastinating or will 'be back', emphasise how now is the best time to buy. All sales people know that 'there are no bebacks'.

Invoke seasonal effects, such a Summer, Christmas and other holidays.

Remind them of other short-term reasons, including sales, weather, and so on.

Find out other personal reasons why it is good to buy now, such as their partner's birthday, etc.

You can even do a reversal on 'never the best time to buy' by showing how this makes now as good a time as any.

Examples

We only bring these into stock for the Christmas season.

Summer is coming. Do you have all the garden furniture you need?

The forecast for next week is for sun. We have limited stocks of sun lotion.

The best time to buy is now, whilst...

There is no 'best time to buy' which makes now the best time.

If you were going to start saving money, when would you start?

How it works

The Best-time Close works by emphasising how now is the best time to buy and how delaying is not the best thing to do.

See also

Now-or-never Close

Appeal principle, Assumption principle, Scarcity principle

Books on Sales Closing

Sales Books