Ace in the Hole

When you are in a sales negotiation many times it will be a back and forth discussion between you and your prospect. You will give a little more and they will accept a little less and it goes on. They will usually want more than you can offer and you try to close the sale with all the tools available to you.

When you are very close to closing the sale but not quite there, it's time to bring out the one big offer that you have been holding back on. Something that will end the discussion because it's you best "Ace in the hole." Always hold it to the end and don't even use it if you can close the sale without it. The Sales Pros know just when and how to use this method and put a smile on the prospect's face.