Economic close

Disciplines > Sales > Closing techniques > Economic close

Technique | How it works | See also

Technique

Focus 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

You get more for your money in the family-sized box.

Yes, it is cheaper in the next town, but it will cost you more in travel to get there. And you've already spent money to travel here.

You can buy on credit card, but our financing system has lower interest rates.

This model, sir, is much better value.

How it works

Many 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.