Using Scarcity to Close the Deal

If you’re like me very little annoys me more, when trying to buy something, than a salesperson who tells me they can offer me a discount but “only for the next three days.”

Doing this to me GUARANTEES that I’m not going to buy from you in the next three days. If you pull that garbage and I want to buy your product I’ll reach out to you on the fourth day, knowing you’ll still give me the discount. And you’ll say, “Let me check with my manager” and will then come back with the discount you told me would no longer be available.

If the scarcity you’re using is REAL, use it. But pretending inventory is low if it isn’t, or telling me a discount is only available for the next 3 days if it isn’t is a great way to lose credibility.

How about showing people the VALUE in doing business with you so that there’s no need to discount? I don’t offer discounts in my business. Want to work with me? Good! I want to work with you too, but my fee is my fee. Period. Don’t like my pricing? Not an issue…there are LOTS of sales coaches, trainers, and fractional sales managers that work for lower fees than I do.

“Do you want cheap or do you want good?” That should be the question in your mind when selling. Your prospects don’t want to OVER pay, but when you sell properly and are able to express enough value, your prospects will stop fighting you on price, and you won’t have to lie to close a deal.

You don’t want to be like this guy!