The IQ close
Written by Jamie May
Everybody likes to feel smart, and you can certainly use it to win a customer over. Much like the compliment close.
Here’s a few ways you can massage their ego.
Technique 1
You can suggest that intelligent people use this product. Association makes it easy to make the prospect see connection. ‘Did you know NASA just bought 5,000 iPads’?
Technique 2
Tell them directly what a smart purchase it is. ‘When someone takes the time to actually work out all the factors, like you have, it’s a smart investment’. or ‘good choice, that’s what I would buy’.
Technique 3
You could tell them how other people will perceive them as intelligent for making the purchase. ‘People will recognise the electric car as an intelligent decision in 20 years’.
Technique 4
Fourthly you could use an intelligent person as a brand ambassador or influencer. ‘You may not know but Einstein used this type of clothes peg’. or
