Science of Closing Business/Sales​​: Closing Technique

Research on closing sales suggests customers use the right brain (creative part) to make buying decisions. The right brain is activated by pictures, music, and stories. A pertinent story can activate the decision-making side of the customer’s brain by telling the story of another customer who bought your product or service and is very happy with the purchase.
Whenever a prospect hears the story of another happy customer, he is motivated to be in the same happy situation by using your product or service. For example, in the field of investments, I used to tell the story of a client who regularly invested in our fund for 20 years, took early retirement, and funded his daughter’s marriage completely from investment gains.
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