How we change what others think, feel, believe and do |
Economic close
Disciplines > Sales > Closing techniques > Economic close Technique | How it works | See also
TechniqueFocus 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
How it worksMany 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 alsoAffordable Close, Balance-sheet Close, Future Close, Price-promise Close
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Site Menu |
| Home | Top | Quick Links | Settings | |
Main sections: | Disciplines | Techniques | Principles | Explanations | Theories | |
Other sections: | Blog! | Quotes | Guest articles | Analysis | Books | Help | |
More pages: | Contact | Caveat | About | Students | Webmasters | Awards | Guestbook | Feedback | Sitemap | Changes | |
Settings: | Computer layout | Mobile layout | Small font | Medium font | Large font | Translate | |
| Home | Top | Menu | Quick Links | |
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