Which sales technique encourages closing by validating customer choices?

The sales technique that encourages closing by validating customer choices is the suggestive close. This method is designed to reinforce the customer's decision-making process by offering relevant suggestions that align with their interests and needs. By acknowledging the customer's preferences and providing tailored recommendations, the salesperson helps the customer feel more confident in their decision. This validation not only supports the customer's choices but also makes them feel appreciated and understood, ultimately guiding them toward a purchase.

Other techniques serve different purposes; for example, the assumptive close assumes that the customer is ready to buy and leads them toward completion without directly addressing any hesitations they might have. The direct close asks for the sale outright, which may not provide the same level of reinforcement as the suggestive close. The trial close checks the customer's readiness to buy but does not confront their decision-making process as directly. The suggestive close, in contrast, enhances the customer's confidence and sense of agency in their purchasing decision through validation.