Everyone feels good if they got a deal.
The “Drop Close” is one of the most powerful closing techniques. And if used effectively, you can often take the sale away from your competition right from under their noses!
Everyone wants a deal and no one knows this better than car salesmen. I’ll bet you’ve never had a neighbor or friend come home with a new car and not say, “I got a very good deal”. Everyone feels good if they got a deal. We all buy on emotion, not price, for almost everything we buy.
Here are the guidelines to using the Drop Close:
- Build rapport before you offer any discount. You need a personal reason for offering your customer a discount. It’s all about them!
- Make sure all buying objections other than price have been removed. You can even ask them, “Bob, is the reason that you’re not moving forward is the price or is it that you don’t feel our product/service will work for you?”
- Never drop price more than ONCE! It cheapens the deal and once you’ve dropped the price a second time your customers begin to distrust what the bottom line price really is.