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 Daily Cost Close

 

Disciplines > Sales > Closing techniques > Daily Cost Close

Technique | How it works | See also

 

Technique

Reduce the total cost to how much it costs per day (or week, or month).

This is particularly useful for a product or service that has a limited lifetime.

Examples

The phone contract adds up to only 2.00 per day. Pretty inexpensive, eh?

Would you pay 10.50 a week for complete peace of mind? Our insurance package covers a lot for not very much.

How it works

When people estimate cost, they often do so as a single 'chunk'. By reducing the apparent cost to the smallest possible unit, the person has to do a complex calculation to work out the total cost, which many people will not bother to do.

See also

Association principle, Repetition 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

Sales Books

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