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Valuable Customer Close
Disciplines > Sales > Closing techniques > Valuable Customer Close Technique | How it works | See also
TechniqueFind a reason to show that the customer is of particular value to you, and then offer them a special, one-off discount. You may, of course, start with a particularly high price (that reflects the quality of your product, of course). Say their installation will be a model example that you want to photograph as a reference site for use in brochures and offer a discount in return. Say that you need one more sale to complete your quota for the month/quarter and that you will offer an extra discount to get the sale. Call back later as Sales Manager and say the customer is so valuable, you are able to offer an extra discount. Examples
How it worksThe Valuable Customer Close works by flattering the customer into believing that the discount that you are offering is more than they would normally get, and hence offers unusually good value. See also
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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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