A short YouTube clip by Eric Deeran offering a sales tactic to increase 'pay in full' (PIF) clients: do not volunteer split-payment terms. Instead state the full project price, pause, and if the prospect asks about payment, ask 'do you need me to?'—then, if they don't need a split, insist that payment is upfront. The technique aims to increase upfront payments and cash collected.
All right, quick little hack to increase the pay in fulls that you get and increase your cash collected. So first of all, stop saying that you're going to have them put 50% down and then 50% after the project. Just don't offer that information. If they ask, then you can give it to them. But typically, what we say is, okay, a project like this would be $20,000. And we pause and we say nothing. And then the prospect says, well, do you split that up, or how would I pay that? And if they ask, do you split that up? You would say, do you need me to? And then you'd wait 80% of the time. They say, well, no, I was just curious. You say, no, that's upfront. And now you've just increased your cash collected by 50%.
