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Golden Bridge Close
Disciplines > Sales > Closing techniques > close Technique | How it works | See also
TechniqueIf you want a person to take a particular option, do not mention it directly, but show how all other options are not feasible or undesirable. Then let them choose the option themselves. Examples
How it worksSun Tzu, the famous Chinese General who wrote the classic text about winning wars without fighting, said 'Build your enemies a golden bridge'. By this he mean you corner them, and then rather than fighting (whence they, having nothing to lose, would fight to the death), you back off a little and let them leave with dignity - just in the direction that you want them to go. The Golden Bridge Close thus works by closing off all options except the one you want. See also
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