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Valuable Customer Close

 

Disciplines > Sales > Closing techniques > Valuable Customer Close

Technique | How it works | See also

 

Technique

Find a reason to show that the customer is of particular value to you, and then offer them a special, one-off discount. You may, of course, start with a particularly high price (that reflects the quality of your product, of course).

Say their installation will be a model example that you want to photograph as a reference site for use in brochures and offer a discount in return.

Say that you need one more sale to complete your quota for the month/quarter and that you will offer an extra discount to get the sale.

Call back later as Sales Manager and say the customer is so valuable, you are able to offer an extra discount.

Examples

You are clearly well-connected in the area. Tell you what, I'm going to offer you an extra discount because I believe that you will be so impressed you will tell all of your friends.

Hello, I'm The area Sales Manager for XYZ. Your house is in a prime position and I'm prepared to cut out the sales person (don't tell him!) so we can reduce the price and get you on board.

How it works

The Valuable Customer Close works by flattering the customer into believing that the discount that you are offering is more than they would normally get, and hence offers unusually good value.

See also

Scarcity 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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