One of the best, yet often overlooked closing techniques is the if/ then close. This method revolves around one of the top rules in negotiation: never give up something without asking for something in return. Although surprisingly simple, it’s actually quite powerful and can be used in almost every situation.
The thought process is as follows: if a person asks you for something and you readily concede and hand it over- you’ve created two main problems for yourself. First, if you hand it over straightaway, you are more than likely to receive another request. After all, wouldn’t you do the same thing? For example, if you are negotiating to upgrade your hotel room to one with an ocean view and the Front Desk Agent quickly says, “Sure, we can do that at no additional cost.” Wouldn’t you think, “Wait, can we also make sure it’s a suite?” What do you have to lose by asking? There was no cost to getting your first request granted, so why not promptly ask for something else?
This thinking holds absolutely true when interacting with clients and candidates. Earlier we mentioned that two main problems arise when you immediately make an unconditional concession. The second problem is that you have just devalued whatever you gave in the first place. This applies whether you agreed to allow more time to make a decision, extend a replacement guarantee or any other concession. The other party doesn’t perceive it as a big deal for you, so why should it be for them? Give someone an inch and most will come back and ask for a mile! Here’s the punchline: always make sure that requests-both simple and complex-are countered. If I do “this,” then will you do “that?” There must be a balanced effort from both parties during all closing situations. The if/ then close is effective in the most preliminary discussions to nailing down an offer and acceptance. Remember-never give something up without asking for something in return!
Scripts
If/Then Close Candidate Examples
Video
Recruiting Trainer Karen Schmidt explains the psychology behind the If/Then Close and generously offers many examples to put this technique into immediate action with both clients and candidates.
Industry Guru Neil Lebovits talks about “bartering chips” while demonstrating the If/Then Close in a client negotiation.
Industry Guru Neil Lebovits expands on his concept of cashing in the chips utilizing the If/Then Close technique.
