Prof Jorge Entrep: Oft repeated theme to sell and create value via scarcity

ProfJorgeEntrep has sent you a link to a blog:

Oft repeated theme to sell and create value - scarcity

Nation building via learning and being the best in business

Being scarce creates demand; discount tells you are commodity and that you are desperate.

We learn of the story of wealthy man who offered $50,000 to have handmade watch be made for him  But the waiting list extends beyond 2028 and the watchmaker did not even bother to look at the tycoon   

On the other hand he saw a jewelry store selling at 70% discount   He appeared desperate.   The tycoon advised the jewelry owner to close the shop and post a sign by appointment only 3 a day.  By doing so, by being scarce the former discount jewelry achieved prestige and exclusivity.    Bein availalbe and discounting make you cheap

The moment you discount, the more you appear desperate.  Walk away and be scarce and unavailable.

Create a waiting list.

Scarcity creates value.   Being desperate does not.  

So the jeweller instead of 70% discount was advised to close the store and allowed sales by invitation only  Thats scarcity.  

Being scarce makes you valuable

 

For posting

Blog: Prof Jorge Entrep
Post: Oft repeated theme to sell and create value - scarcity
Link:
https://profjorgeentrep-jorge.blogspot.com/2026/03/oft-repeated-theme-to-sell-and-create.html

--
Powered by Blogger
https://www.blogger.com/

How to close sales - from AI

Read and grow rich. Learn and earn

To close a sale, focus on understanding the customer's needs and problems, building trust, and presenting your product as the solution, not just features; then, use a natural, confident approach with clear calls-to-action, handle objections with empathy, and leverage techniques like the Assumptive Close (assuming they'll buy) or Scarcity (FOMO), all while securing micro-commitments (next steps) to guide them smoothly toward the final decision. 

Foundational Steps

1. Know Your Customer: Deeply understand their pain points, goals, and motivations. 
2. Identify the Decision Maker: Ensure you're talking to the person with the actual buying power. 
Present a Solution: Show how your product solves their specific problems, not just list features. 
Build Trust: Be consultative and empathetic, not pushy. 

This video explains how to build trust and maintain momentum during a sales conversation:

56s

Salesman․com

YouTube · Jan 17, 2025

Closing Techniques (When to Use)

Assumptive Close: Act as if the sale is made (e.g., "What color should we send?" or "When should we schedule delivery?"). 
Summary Close: Recap all the benefits and solutions discussed to reinforce value. 
Scarcity/Urgency: Highlight limited-time offers or the cost of inaction (FOMO). 
Takeaway Close: Subtly remove a feature to increase its perceived value. 
Puppy Dog Close (Trial Close): Let them "try it out" to fall in love with the solution. 

Watch this video to see a practical example of an assumptive sales closing technique:

1m

Matt Macnamara

YouTube · Mar 23, 2023

Key Actions During Closing

Ask for the Sale: Don't be afraid to ask directly, but frame it naturally. 
Handle Objections: Prepare for them; listen, empathize, and counter with value. 
Ask About Next Steps: In complex sales, focus on securing the next action (demo, meeting) rather than the final "yes". 
Create Urgency: Gently prompt action by showing the benefits of acting now. 

Tips for Success

Be Patient: Sales can take multiple touches.
Be Persistent, Not Pushy: Follow up with value.
Personalize: Tailor your approach to their needs.
Know When to Walk Away: Don't force a bad fit. 

This video offers key tips for closing sales effectively, including using spontaneous questions:

57s

Founder-Led Revenue Growth

YouTube · Feb 3, 2023

• How to Close a Sale: 12 Tips to Win More Deals

  Sep 1, 2025 — Closing a sale can take a frustratingly long time. I once closed a big sale after over two years of consistently follow...

  

  Close CRM

  
• How To Close a Sale Using 18 Strategies (With Examples) - Indeed

  Dec 11, 2025 — A subtle method to close a sale involves asking the potential customer to outline the process for how they or their co...

  

  Indeed

  

  7:31
• How to close a sales deal in 7 steps - Pipedrive

  Here's how to close a standard sales deal in just seven steps or less. * Send through the costs. ... * Ask for the sale. ... * Ad...

  

Personal Improvement - Ikea, Bader Moff, B Franklin Effect and other things that will improve yourself in 2025

Read and grow rich. Learn and earn

1.                                                             The Ikea effect and other principles to use in communication, lifes

                                                            journey, negotiation, and sales by Dan Martell

                                                                 The Ikea Effect and other principles

2,  How to learn better from this presentation 

    1.  Take down notes

    2.  Write down your own summary;  make your own ppt if possible

    3.  If not journalize, index the topics you have learned

 3.  As in Ikea effect, if you have invested time and effort the learning will be hard to forget

 4.  The principles

      1.  The Mimetic effect                                                  7.   Illusory 

      2.  The framing effect                                                  8.  Truth effedt

      3  Benjamin Franklin effect                                         9.  Progress endownment effect

      4.  Backffire effect                                                      10.  Ikea effect

      5.  Bader Moft effect                                                  11.   Scarcity effect

      6.  Deming Kruger effect                                            12  Pygmalion effect

5.  Think or imagine

      1.  In your life where you saw this happen

      2.  Possible application so that you can be more successful

6. 1,    MIMETIC EFFECT

      1.  Ang tao ay gaya -gaya

      2.  We tend to ape someone especially if tyey are successful -  clothing speech, food, place where they stay

      3.  Trending

      How do you use mimetic to sell   A.    bandwagon -  bumili na po ng MP ang mga taga sitio _______,  Kayo din dapat

7.  2,   Framing effect

           Its like leading question which is prohibited in cross  examine

           "How do you like your stay at _________?"   The question precludes saying negative

           Would you buy considering that 60% of population has bought all ready memorial parks;   Those who bought buy more

8.  3.  BACKFIRE EFFECT

          

8.4   

8.5  BADER MOFF

      If you focus it will expand.   It you start using a word, the more you see it everyday.   If car is in your head the more you will see cars and the more they will come to you

     

8.6 Dunning ng Krueger effect

      You will always over estimate your ability.  The truth is it is int.

      The more you know, the more you need to know

8.7  Illusory truth effect

     

8.8.   Endowned progress effect

        Small win big successes

       But sometimes we get complacent and then go to plateua.

8.9  IKEA EFFECT

        We get more involved when we invest time and labor in building a furniture

        Investment of time and effort create value;  Hence Ikea does not have much reject

       If you involve people in project, they will support

8.10  Scarcity effect

      We buy if the supply is limited.  

      But dont be rushed;   Check and  or at least sleep through it.  

     Scarcity creates value.  True for luxury cars and goods.  (They are reserved)

8.11  Pygmalion effect

        

These presentations are truncated.  If you want to get the complete presentation in ppt, txt or call  + 63908 928 7888   For seminars and coaching text or call same number and /or gmail jorge@holygardens.ph

--

Jorge U. Saguinsin

To "be the best, do your best, expect the best" always