Raising the Initial Offer

Remember, a “Willing Customer” is one who cannot pay the full TAD in one installment.   The initial offer is what the customer is comfortable, not all they are able to pay. Customers don’t normally tell you all the money in their possession or reach. They have other plans and want to pay the minimum amount to give them money to use elsewhere.  Thus, you have to use incentives to help them prioritizing paying more. 

Customers will offer what they feel will stop the initial call and get you to go away. If the customer knows you can take a minimum amount and that will stop the call and conversation for today, they will offer that to you. Helping the customer understand the importance and advantage of paying more today is how you help them.


The initial offer often does not fully resolve the account, only a portion. When you take a partial and don’t negotiate for more, you are only creating more call backs to the customer to resolve the remaining. This cost both the customer and the company.


Why Raise the Initial Offer with a Willing Customer?

  • Customers will offer what they feel will stop the initial call and get you to go away.

  • The initial offer is what the customer is comfortable, not all they are able to pay.

  • The initial offer often does not fully resolve the account, only a portion.