When it comes to selling, you want to hit an emotional button.
A great close for hitting those buttons is the thorn in the side close.
It goes like this:
"Chances are, Miss Jones, the last time you saw something like this, you said you wanted to wait and get it next time, but if you think about it, this is the next time and if you don't get one now, when are you gonna get one?"
This close appeals to the urgency and fear that if the client puts you off, he or she may never actually get a chance to own the product or service you sell. Remember, many times, people want what you got, they just don't want to admit it.
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