The correct choice highlights the use of an inducement as a closing technique that offers buyers an incentive to commit to a purchase decision immediately. An inducement can take many forms, such as a reduced price, a gift, or additional services, and is specifically designed to encourage prospects to take action promptly.
When buyers are presented with positive reinforcement or a tangible benefit, it can help alleviate hesitancies they may have about moving forward. This tactic plays on the psychology of urgency, where the prospect feels that if they do not act now, they may miss out on the added value being offered.
Other techniques listed, such as cash discounts, escrow arrangements, and trade-in options, serve different purposes. A cash discount may simply reduce the overall cost but might not create the same sense of urgency as an inducement. An escrow arrangement is more of a logistical and financial safeguard in real estate transactions rather than an incentive method. The trade-in option might appeal to some buyers but does not specifically promote immediate action in the same way as an inducement does. Thus, the use of an inducement is a targeted strategy that effectively stimulates a quicker decision-making process among potential buyers.