breaking news
Healthy Food Factory Commissary Commercial Kitchen in Boca Raton, OUR KITCHENS ARE AVAILABLE 24/7/365 - Call (561) 394-7466 - Healthy Food Factory Commissary Commercial Kitchen in Boca Raton, OUR KITCHENS ARE AVAILABLE 24/7/365 - Call (561) 394-7466
Sign up for Newsletter
Email:
Red-Button-Escape_1.jpg
SFWW_236X150_WEB_AD_HAPPY_HERALD.jpg
Healthy_Food_Factory.jpg
Overhaul_your_SM_presence.jpg
Emerald_Cleaning.jpg
South_Flo_Gutter_Services.jpg
Superios_Tint.png
DirectFreight.jpg
Open_house_Interior.jpg
A_H_Automotive.jpg
Dos_Amigos.jpg
Storm_Depot.jpg
Perfectly_Imperfect.jpg
Hemp_Factory.jpg
CBD_Docs.jpg
Bicycle_Spot.jpg
Allure_Massage.jpg
SFL_530917_300X250_EyeDocofBoca_050515_v2_resized.jpg
PG EXPRESS_1.jpg
Nomad_banner.jpg
Ace_Hardware.jpg
FinsFurs_Feathers.jpg
Ace_Hardware_rental.jpg
rss.jpg

 

 

 

 

 

 

 
Home / Articles / Columnists / Strategic Selling /  The Today-Only Close
. . . . . . .
Thursday, May 3,2012

The Today-Only Close

By Brian Tracy  

If the prospect insists and says, “Well, I still really think I should go and check, because I want to be sure that I’m getting the best deal,” you can use a variation of the walkaway close called the today-only close. You say, “Mrs. Prospect, I’ll tell you what. This is the end of our fiscal period, and if you will just take it today, I will be able to give you a special, extra discount on this item.” There is a rule in selling: no urgency, no sale.

To get the prospect to buy immediately, you often have to give her a reason, an incentive, for going ahead now. You can say that this is your last item or that you are going to have a price increase starting tomorrow, or that this is the last day of a sales contest, and if she buys it today, you will get a special bonus. This is why you can give her an additional incentive for buying now. This type of close carries one caveat: an added incentive, or a “kicker,” is only an inducement to buy if you present it at the very end of the sales conversation. If you offer a special bonus of any kind before that, it will have little or no impact on the prospect’s buying decision. He will include your incentive as part of the offering, and you will have to offer even more to get the sale. Save it until the last moment.

 

  • Currently 3.5/5 Stars.
  • 1
  • 2
  • 3
  • 4
  • 5
 
 
Close
Close
Close