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How to Use The Take Away Close
The most powerful close you can ever use (in your selling situation and in life in general) is the take away. And the reason it works is because we all want what we can't have.
You experience this all the time. Ever been to a restaurant and tried to decide between several items? As soon as the waitress tells you X choice is sold out, what do you want?
Try it with your kids. Give them three options, two of which you know they want and one that is only so/so, then take that one away. Guess which one they will cry over?
It's the same in sales. I was coaching a client last week, and he was telling me about an objection he kept getting and I gave him the rebuttal for it. "What happens if they still object?" He asked. Take it away was my response.
By taking it away you will either build interest (and call your prospect's bluff) or you will get a non-buyer off the phone. Either way, you will do something even more important -- you will leave the call in control and with confidence -- and that's the second greatest feeling next to getting a deal. It's a Top 20% feeling.
Here are some examples of the take away. Adapt them, rewrite them to fit your product or service, but make sure and use them! Try:
"_________ this product/service isn't for everybody. The companies/people who do use/buy/order/invest in it already understand the benefits and wouldn't use anything else. If you don't understand them now, you probably will later. If there are any available later on, I'll be happy to offer them to you but they are selling out quick at this price. So do you want to take that risk?"
"________ it doesn't matter to me if you take this now, because I've got 10 other clients waiting for my call. They already understand the value here and will close this out whether you do it or not. It's for your benefit not mine that I'm offering this. You tell me, do you want to make a great decision now or should I just give your spot to someone else?"
"_________ there are only X cases of this left and it doesn't matter to me if you buy them now or if the next client buys them. Somebody will in the next hour or so. If you you'd like to wait that's your decision. Should I just call ________ and offer it to them?"
"_________ either you get the value of this or you don't -- it doesn't matter to me. I'd be happy to call you back in six months, and if we have this product/price/special available then as well you can act on it. I doubt we will but it is up to you. Do you want to move ahead with this now or should I just offer this to (your competitor)?"
And so on. The important thing is not to worry if they don't buy -- some people won't! Just don't beg a deal, ever, but instead use these takeaways and stay strong -- you'll be glad you did.
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