Salespeople love a neat script, but real deals rarely follow one. Sometimes you don’t know what your product is really worth to the person on the other side of the table. That’s where the Extreme Demands Close, also called shoot for the stars or price pegging, earns its keep.
Open with a price or demand that feels extreme or even outrageous. You never know, sometimes they shout ‘sold!’
Offer small concessions. Make controlled reductions to bring the prospect to a number that still sits at the top of their comfort zone.
For example:
“How much is this coffee mug? $1,200″ pause for effect “OK it’s actually $49.99”.
Why it Works
Economics teaches us that rational people think at the margin. Buyers rarely evaluate a price in absolute terms. They weigh differences between what you first asked and what you now offer. By starting high, you shift their perception of value upward. A $50 coffee cup is REALLY expensive, but somehow now it seems like a good value. It also has a perception of high quality.
When to Use It
If you’re unsure how the market values your product or service, starting high gives you room to learn without underselling yourself.
If you are selling a premium product, high anchors reinforce that what you’re selling is worth a premium, even if you later agree to a discount.
Construction, B2B services, enterprise software, anywhere deals rarely close at list price.
Guardrails
Stay credible. There’s a difference between bold and ridiculous. A number that feels insulting can end the conversation before it starts.
Make real concessions. Each reduction should be small and justified, a first-time buyer discount, a bundled service, a limited-time offer.
Know your floor. Decide the lowest number you’ll accept before you start. This keeps the negotiation structured rather than desperate.
The Takeaway
The Extreme Demands Close isn’t about trickery. It’s about setting the frame before your prospect does. Start high, move carefully, and let the margin do the work. In a world where perception drives value, sometimes the smartest way to sell is to shoot for the stars, and then if you do need to discount you land exactly where you planned.
