And so on. The second closing technique is the Secondary Close. This is extremely popular. It is a way of helping a customer making a big decision by having him make a small decision that infers the big decision. Instead of asking the customer to go ahead with the product or service, you ask a question about a peripheral detail, the acceptance of which means that he has decided to buy the larger product.
People often find it easier to agree to small details than they do to making a larger commitment.
That's why this is sometimes called the Incremental Close, where you get commitment bit by bit to the entire offer. The third closing technique is the Authorization Close, which is often used to conclude multimillion-dollar transactions. At the end of the sales conversation, the salesperson simply asks if the prospect has any questions or concerns that haven't been covered. However you do it, be prepared to ask for the order in whichever ways seem appropriate at the moment. Brian Tracy is a million-dollar master of peak sales performance and personal success strategies.