“In sales, it works this way: If the prospect is hesitant and you are not getting anywhere, you start to pack up your sample case, papers, or whatever, while telling him — in a serious, sincere, even somber voice — “Maybe this isn’t right for you.”
As soon as you do that, most prospects will immediately say — “Wait, hold on a minute!” — and ask you to continue your presentation, much more interested than they were only seconds ago.”
This afternoon, I read an interesting entry over at LandingTheDeal regarding the “takeaway close,” and felt it was something good to share. Really, the idea of the takeaway is just another form of the “getting inside their head psychology” that I wrote about last week. It’s all about getting the clients synapses firing a bit and getting them to think about what’s going on.