Have you ever wondered how you could create that need and be ready to fill it for your customers? The “empty-offer” close takes care of that, make the need apparent by illustrating that without your product they are unable to respond to a completely different need.
Make them a very kind offer that they cannot take up.
Offer to do something using a thing you have for sale, and which they might feasibly have but probably do not have.
Then sell them that thing. If they do have one, of course you must complete your offer with good grace – it will still help build social capital for you.
Shall I fit your spare wipers? … Oh, you have none. Well fortunately, we have some in stock…
Would you like to come to the race day … Oh of course, you’re busy.
Will you need help setting up the computer? … Oh yes, of course, your IT people will do that.
Although the Empty-offer Close does not require that you to giving them something, the rules of exchange means that they still feel that they owe you something in return for your generous offer.