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 Concession Close

 

Disciplines > Sales > Closing techniques > Concession Close

Technique | How it works | See also

 

Technique

Offer a concession of something they want in return for them buying the product.

You can be explicit about wanting an order in return for the concession or you can give the concession without asking - the other person will very likely still feel they owe you something for it.

Examples

If I reduce the price by 10%, will you take the product today?

Well, I think you deserve a free case with this.

Listen, I'm going to throw in a free tank of fuel.

If you are ready now, I'll make sure it is delivered by the end of the day.

 

How it works

The Concession Close works by offering the other person something and either requesting or implicitly expecting something in return - usually the sale.

The Concession Close is also called the Trade-off Close.

See also

Exchange 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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