Here’s another closing technique you can work into your conversations, persuasions, etc. You can use this when closing clients or getting your kids to clean up their rooms.
First step is to figure out what you want them to do.
Next is to come up with some objections they might come up with.
Next is to come up with three or four benefits of taking your suggested action.
Now you’re ready. The technique involves getting to imagine them already having taken the action some time in the past, which means they’ve figured out some way to overcome those objections. Which also means they’re already enjoying the benefits, and have for some time.
Once you’ve gotten them imagining the benefits, when they move back into the present, not taking action will feel like losing those benefits. Losing something we already have is one of the most powerful motivators there is.
The structure is like this:
Now, I know you’ve got some objections. Had you made the decision to do this a week ago, imagine how much better life would be now!
I know you really don’t like chicken, but imagine sitting there after enjoying a good meal and enjoyable conversation. How does that feel?
I know you may not be ready to buy this, but imagine having owned it for a few months, and realized just how beneficial it was? Does that make the decision any easier?
Now, sometimes people are worried about joining a membership program like this. I know it’s expensive, and I know you feel you may not get any good results. When you imagine yourself a couple months out in future, having achieved those benefits that are most important to you, how does that decision look now?