An escalating close is a sales closing technique that asks the customer to invest their time and resources on your product. The technique is based on a common behavior whereby people tend to escalate investments. For example, if a customer invests their time in product training they will be more likely to buy the product.Getting the customer to invest their time in your product involves an offer such as sample sizes, loaning a product to a customer, training, free trials of services, demos or prototypes. The goal is to get the customer to invest as much of their time with product as possible so that they become increasingly committed. The customer may view the time spent with your product as an investment that is lost if they don't purchase your product. Such points can be made to close the sale.
When To UseThe escalating close is a friendly sales technique that can be used for products big and small. It can be as simple as a long explanation of the product that invests the customer's time or as complex as a prototype of a solution that takes many months to develop. It is typically used when you have high confidence in your product and seek to build a relationship with a customer.
RisksAsking for an investment of a customer's time often requires an offer such as a free sample that represents an expense. Such selling expenses can result in losses. There is also a risk that customers are less likely to buy after investing time with your product. For example, if it is defective or unappealing in some way.
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