Closing by using The Recall Strategy by Tom Hopkins

The recall strategy is using the customer’s words, phrases, or position to help the customer move ahead.

For example, if you are selling a piece of jewelry and, after an excellent presentation your customer says, “It’s lovely, but it’s so expensive,” the recall strategy might be helpful. By responding respectfully, you can say,

Phraseology: “Mary, remember when you mentioned earlier that quality was very important to you? Is this the type of quality you’re referring to?”

If she answers “Yes,” it will make it easier for her to isolate that this piece is the one she is looking for. Now, the two of you can figure out how she can pay for it.

If she answers “No,” you can find her something with which she is more comfortable.