Learning When to Say No Can Increase Sales
I don’t care if you read this.
Desperation is a stinky cologne. And believe me; your clients will want to leave the room.
The majority of sales professionals have not mastered, learned, or even heard about the most powerful tool already in their sales arsenal. It’s not in your product. It’s not in the speed of service. It’s in your ability to say one word.
No.
To want what we cannot have is basic human nature. It cannot be unlearned. If you’ve ever watched two children play, you’ve seen this dynamic in action. In fact, you’ve experienced this technique time and time again; probably without even realizing the underlying mechanics at work.
Case in point:
Two boys are playing with toys… Johnny and Sam. Little Johnny digs out a discarded toy from the bottom of a full toy chest. It hasn’t been played with for months. Take a guess at which toy, out of the whole toy chest, that little Sam now wants.
You go to a restaurant and hear “I’m sorry, but we’ve sold out of the special…” You suddenly want the special now don’t you?
Why would an unmarried man wear a wedding ring? You guessed it – “The Take Away Close.”
Want to close more sales? Tell your clients “No”. The harder it becomes, the more psychological hoops must be jumped through, and the more your clients will value doing business with you.
The “take away close” does these essential things:
- Builds client interest
- Calls consumer bluffs
- Eliminates time wasters
- Puts you in control
Never beg a deal, and never worry if your prospect doesn’t buy from you – some people simply won’t buy. With worry or uncertainty, you cannot master this close. It depends entirely on confidence and feigned indifference. “I don’t care if you buy from me – plenty will because my product/service is the best.” The take away close takes practice to deliver correctly. Without good timing and structure, it can actually turn off your prospect and undo the rapport built with them.
Finesse. The Take Away Close is very effective when used subtly throughout a sales pitch.
Part 2 of this article has priceless, incredible examples that will double your sales. It’s just too bad that you may not qualify to receive it.
