Which approach is commonly used during the closing phase of a sale?

Creating urgency to finalize the sale is a widely recognized approach during the closing phase of a sale. This technique focuses on motivating the potential buyer to make a decision promptly by highlighting limited-time offers, scarcity of the product, or potential future price increases. By tapping into the buyer's fear of missing out on a beneficial opportunity, this approach encourages them to act quickly rather than delaying their decision.

The effectiveness of creating urgency lies in its psychological impact; it helps the buyer understand that there is a finite opportunity, which can drive them toward completing the purchase. This strategy aligns perfectly with the goals of the closing phase, where the primary objective is to convert interest into commitment and finalize the transaction.