Who doesn't like a freebie? When you have some flexibility, it's often helpful to build some extras into your pitch to help close.
This technique was not the most widely used among the calls we analyzed - and for understandable reasons. You can't always just give stuff away to get the sale. BUT - it was very effective in increasing close rates when used.
Reciprocity (AKA the free extra)
♟️ The move: Give something small away before asking for anything. "I'll throw in the screen protector, no charge." "That case comes free with it."
👂🏻 What it sounds like: A small, genuine gift, offered before the ask — not a coupon, a gesture.
❓ Why it's natural: Humans are wired to reciprocate. It's not a trick, it's one of the oldest social contracts there is — someone does something nice for you, you're inclined to do something back. In this case, "back" is walking in the door.
😀 Who it suits: If you have some pricing flexibility and aren't afraid to use it. Works best paired with confidence — offered like a decision already made, not a negotiation opener.
📊 The number: 126 calls. Commit: 19.8% vs 10.2% baseline — the highest single lift of any technique we measured. Sample is smaller than the others, so treat it as a strong early signal, not gospel — but it's the one we're watching closest.
⚠️ The Catch: You need to have flexibility to use this. This is generally a decision made at the store or dealer level by management to discount or include extras.