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Price-promise Close

 

Disciplines > Sales > Closing techniques > Price-promise Close

Technique | How it works | See also

 

Technique

Promise a refund if they find the product elsewhere at a lower cost.

The refund can be the whole price (and you take back the product).

It is often the difference between the two prices, so they effectively get it at the lowest price.

Sometimes, for emphasis, it is 'double the difference' (although you have to be particularly careful with this, of course).

Put boundaries on the offer, for example 'only valid for other shops in town', 'within the next two weeks', 'internet offers not valid'.

Examples

Never knowingly undersold.

If you can find the same product cheaper locally, we'll refund double the difference!

Our price promise to you is...

 

How it works

Many people when they are buying fear finding somewhere else afterwards where the product is cheaper, and hence do not buy. The Price-promise Close eliminates this fear.

In practice, extremely few people take up on this type of offer, because the difference is small, they are embarrassed to ask for money back or the confidence it gives them actually stops them from looking at other prices!

See also

Concession Close

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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