You’ve probably heard this closing technique before…

Would you like that delivered in red or in blue?

It’s simple.

It’s manipulative.

And you’ve probably used it before. If not when selling, then perhaps with your kids, a family member, or a friend.

You could call this a language trick.

I don’t recommend it for major sales though.

Smart people recognize it for what it is – manipulation.

It can sometimes work for smaller commitments.

Here’s how it works.

The question has an assumption embedded into it.

The assumption in this question…

Would you like that delivered in red or in blue?

… is that you are going to purchase.

By choosing one of the two choices as a response to the question, the target has implicitly agreed with the underlying assumption. That is, he has agreed to purchase from you.

Most people will feel manipulated if you try this on a large sale, a large commitment, or simply if they don’t know you very well.

You can get away with it sometimes with people you know better, on smaller commitments, or when the prospect has indications that he intends to purchase from you.

Frankly, I hate most closing tricks. They’re not really necessary, if you are doing a good job as a sales person.

Your job as a seller is to get your prospect emotional. Find a problem to solve and help them to find the motivation to solve it by purchasing from you.

Get your prospect emotional enough, and they’ll be asking you what’s the next step, instead of you having to close them.

You can listen to examples of how to get people emotional in action, and learn how to craft targeted emotional questions for yourself with the Persuasive Selling Skills Audio Program. Get it here now

Sell with Pride,

Shameless Shamus