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How we change what others think, feel, believe and do
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How we change what others think, feel, believe and do |
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Price-promise Close
Disciplines > Sales > Closing techniques > Price-promise Close Technique | How it works | See also
TechniquePromise a refund if they find the product elsewhere at a lower cost. The refund can be the whole price (and you take back the product). It is often the difference between the two prices, so they effectively get it at the lowest price. Sometimes, for emphasis, it is 'double the difference' (although you have to be particularly careful with this, of course). Put boundaries on the offer, for example 'only valid for other shops in town', 'within the next two weeks', 'internet offers not valid'. Examples
How it worksMany people when they are buying fear finding somewhere else afterwards where the product is cheaper, and hence do not buy. The Price-promise Close eliminates this fear. In practice, extremely few people take up on this type of offer, because the difference is small, they are embarrassed to ask for money back or the confidence it gives them actually stops them from looking at other prices! See also
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