The origami close or to give it the full name, "The Japanese Folding Paper Origami Close" is designed to focus the prospective buyer's mind on the problems that delaying the decision can have because the buyer will forget the facts.
So if you have a prospect who is having difficulty making a decision, you can take an order form and fold it in half and say
"Studies have shown that 24 hours after being told important information, the person has forgotten half of it."
"So would you rather make your decision on this much information?"
Then you fold it in half again.
"Or this much information?"
Then you open up the order form.
"Or this much information?"
And smile.
You want the prospect to say "I guess on that basis, it makes sense that I make the decision right now. I will take it."
And that's another sale closed, this time with the Japanese Folding Paper Origami Close.
Is The Origami Close Manipulative?
It puts the pressure on the buyer to order now because the premise is right, we do forget information and we do get muddled.
The origami close is praying on this human weakness and can be damaging with people who are vulnerable and easily muddled like the elderly. It appears to be "caring" but the sales person is potentially more focused on helping themselves and not customer.
The buyer could respond by asking you to send in a quote with all the information, "so I don't forget" which gives you more work to do but doesn't necessarily move you close to the sale.
Have You Tried The Origami Close?
I would be interesting to know if you have used the origami close or had it used on you?
How did you feel?
For more traditional sales closing techniques, see sales closing techniques
The New Game Of Selling
The New Game of Selling is a way for you to attract, convert and keep more customers without having to revert to manipulative sales closing techniques.
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