Closing - Part Six

posted: Friday, August 14, 2015

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The Reduce-To-The-Ridiculous Close is an old close that has been used by almost every salesperson at one point or another. It is a great closing technique for higher-priced goods and services.

When the cost of a product or service is high, it often helps to divide the total cost over a number of factors including; months, years, units or locations. It makes the expensive more affordable.

The customer must see or find value in the product they are buying but it also has to be at a price or payment schedule that is reasonable and affordable. Here’s how the technique works.

An engagement ring is $5000. If you consider that you'll be married for 50 years, it is $100 per year or $8.33 per month!

That’s a simple but good example of the Reduce-To-The-Ridiculous Close. The big number has been turned into a number that fits into the everyday budget that most of us live by.

The wording of the Reduce-To-The-Ridiculous Close is up to each individual salesperson but I can assure you that it is an extremely effective closing technique for higher priced goods and services. It will give your prospect a different view of the true cost of their purchase.

The key is making an expensive product more affordable and the Reduce-To-The-Ridiculous Close does exactly that.

Additionally, the Reduce-To-The-Ridiculous Close is an excellent way to close the sale using your Layaway Program.

FINAO - Brad Huisken

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