Doubt Close

Disciplines > Sales > Closing techniques > Doubt Close

Technique | How it works | See also

Technique

Express doubt either about the product or the readiness of the person for the product, but make this a relatively weak and easily challenged statement.

Pause to let the person disagree, which a contradicting person will almost certainly do. If they do not challenge your doubt, then smoothly continue with a summary of everything so far.

Examples

I don't know if this product is the right thing for you.

I'm not sure if you're ready for this. Although it does ... (review benefits).

Although most people do not know how to use these, perhaps you can...

 

How it works

The Doubt Close works by pre-empting their doubting thoughts. If you echo these thoughts, it saves them from having to think the same thoughts. When they accept these, they will begin to trust you and hence will be ready to accept suggestions of other things to think.

See also

Assumptive Close, Summary Close

Assumption principle

Books on Sales Closing

Sales Books