#8. Concession Close
Use the Concession Close if you’re prepared to offer a price reduction. Before offering a price concession, ask the prospect, “If I can get this price for you, will you go ahead?” If the prospect says yes, get the price and immediately ask for the order. Note: If the prospect says no, he or she is not likely to buy at any price.
Useful with: Expressive and Driver-buyer personality types
Example
• If you buy today, I’ll throw in a free…
• If you can give me the go ahead today, I’ll hold our old pricing for you.
• I can offer you free delivery on this particular model if you decide to go ahead today.
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