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Now-or-never Close

 

Disciplines > Sales > Closing techniques > Now-or-never Close

Technique | How it works | See also

 

Technique

Make them an offer, but make it short-term to the point that they must choose to buy now. Thus they cannot come back tomorrow, when the price will be higher.

Show how this is the last day of the sale.

Say that you need to make your numbers by tomorrow so you are decreasing the price more than you would otherwise.

Examples

I should get approval to do this for a customer, but hey, my manager is out.

This is the last one on the sale. They have been selling so well.

If you sign today, I'll give an extra 2% discount.

We are only in the area until the end of today.

Take it or leave it. This is your only chance.

 

How it works

The Now-or-never Close works by hurrying them up with a one-off deal. With less time to reflect or seek alternatives, they have to choose, and the thought of losing out will push them towards deciding now.

See also

Scarcity principle, Appeal 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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