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Bonus Close

 

Disciplines > Sales > Closing techniques >  Bonus Close

Technique | How it works | See also

 

Technique

When they are dithering close to a decision, offer them something unexpected and un-asked for that delights them.

All it needs to do is make them say 'Ooh, that's nice'. Or something like that.

A simple equation: delight = expectation + 1

Try and figure them out before using this close: for some people it will open them up again as they seek to gain more concessions.

Examples

You know, I've had a good day and am going to give you batteries for free.

Hold onto your money: I'm going to add an extra towel to the pile.

Well, you're a good customer so I won't charge for delivery.

How it works

The Bonus Close may work in several ways. First, the bonus is a temptation that

When they emotionally close on the bonus, the sensation of closure may also leak across to the main subject.

When they feel they have got something for nothing, they may agree to the deal for fear that you may take it away from them again.

You may also create a sense of exchange, where because you have given them something.

The Bonus Close is also known as the Delighter Close or the Extra Close.

See also

Exchange principle

Books on Sales Closing

**** Tom Hopkins, Sales Closing for Dummies, For Dummies, 1998  **** Zig Ziglar, Zig Ziglar's Secrets of Closing the Sale, Berkley Publishing, 1985  *** Stephan Schiffman, Closing Techniques: (That Really Work!), Adams Media, 1999  **** Stephan Schiffman, Getting to 'Closed': A Proven Program to Accelerate the Sales Cycle and Increase Commissions, Dearborn Trade Publishing, 2002  *** Joe Girard, Robert L. Shook, Robert Casemore, How to Close Every Sale, Warner books, 2002 ** Gary Karass, Negotiate to close: How to make more successful deals, Fireside, 1987

 

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