You can use time as a currency when closing.
This is a great plan because it reduces the likelihood that you will use actual currency as currency, in the form of a discount that destroys your profit!
If the customer wants to close quickly, you can slow things down. If the customer wants to take things slow, you can express that the offer on the table is for a limited time.
The wisest salespeople use time to their advantage.
Check out the video to see what I mean:
Copyright 2015, Mark Hunter “The Sales Hunter.” Sales Motivation Blog. Mark Hunter is the author of High-Profit Selling: Win the Sale Without Compromising on Price.