The reduce to the ridiculous close is so simple that it would be ridiculous not to make this technique a staple in your closing arsenal! This very effective strategy entails breaking down costs into smaller increments to illustrate the feasibility of what is being proposed.
This close does exactly what its name says: it reduces the cost being discussed down to a ridiculously low amount in order to overcome a price and/or timing concern. By reducing a cost to its lowest common denominator, the Search Consultant is usually able to shift his/her prospect’s entire paradigm. Naturally this technique involves math and requires putting pencil to paper prior to your closing call. However, you will also want to encourage your clients and candidates to grab a calculator and walk through the math together. The reduce to the ridiculous close is an extremely effective tool that enables your prospect to envision a different perspective of the true cost of their decision.
Think of this close in the context of a consumer electronics store. You walk into your local consumer electronics and see that big, beautiful Panasonic 65” TV for just $35.39 a month. Visions of Super Bowl Sunday swirl through your cerebellum. What a deal! Then you look a little closer and see that the TV will actually cost you $1699 over the next forty-eight months. Yet your mind shifts back to the ad: a Panasonic 65” TV for just $35.39 a month; you are sold! The reason this technique has been so successful over the years is because it makes high priced goods or services more affordable by stretching out the payments over months or years. Of course it’s all relative. The customer must find value in the purchase, just as your client must see the value of paying your service charge, as demonstrated in our first scripted example.
Scripts
Video
In this clip, Industry Coach Neil Lebovitz illustrates how to use the Reduce to the Ridiculous technique to ensure your candidate is hired!
Recruiting Trainer Karen Schmidt advocates the Reduce to the Ridiculous Close as a great approach when dealing with perceived financial concerns.
Industry Coach Neil Lebovitz begins this clip using the Reduce to the Ridiculous Close in example fee negotiation. He stresses figuring out the true difference what is being negotiated to seek alignment. You will also learn how to put this close in action during various candidate and client negotiations.
Reduce to the Ridiculous Close Candidate Examples