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 Economic close

 

Disciplines > Sales > Closing techniques > Economic close

Technique | How it works | See also

 

Technique

Focus on the overall economic situation, showing how the cost is less by considering certain factors.

Show how buying a larger quantity gives volume discounts, reducing the unit cost.

Show how buying alternatives has hidden costs.

Structure deals for them that will cost less overall.

Talk about the longer-term costs.

Examples

You get more for your money in the family-sized box.

Yes, it is cheaper in the next town, but it will cost you more in travel to get there. And you've already spent money to travel here.

You can buy on credit card, but our financing system has lower interest rates.

This model, sir, is much better value.

How it works

Many people focus solely on price, and this plays directly to their concern by showing you are trying to save them money. By doing this, you also gain trust and may be able to sell them more. Even those who are not so concerned about price will have it as an issue at some level, and again you will impress them by taking up this cause for them.

See also

Affordable Close, Balance-sheet Close, Future Close, Price-promise Close

Trust 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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