The Closing stage in focuses on (surprise, surprise) closing the person, providing some final incentives and limiting their options:

Effort Manipulation

These techniques change the perceived effort that something has, making your option seem easier.

Context Manipulation

These techniques manipulate the context or positioning, making your option seem good by comparison or contrast.


These techniques reinforce the value of your specific option, reinforcing it.


These techniques limit the other options the person has, leaving them only your choice.