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Originally Posted by Gary Boye
Similar--but not the same. My product is not puppy dogs but consultation. When I am engaged in the sales process, I am lending the prospect my consultation skills (not to be confused with consultative selling skills--a different subject). I allow them to benefit from my advice and sharing--up until a point.
Just like the puppy can be hugged, petted, fed, and fallen in love with--for a short time.
The "Take Away Close" is not exactly the same. Maybe I'll address that on your other thread.
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I was once taught that the "fear-of-loss" and "take-away" [creating the fear-of-loss] was pretty much one in the same. I used that and didn't like using it - I believe if it's an effective thing to do it has to be connected to something other than a gambit to get someone moving in another direction to change.
What you say, Gary, makes sense to me in the sense that if I'm giving you some of my time and information and sense or hear you just taking up my time and information for free - it's time for me to do what you did when the fellow followed-you out.
That's not fear-of-loss or "take-away" in the sense I was taught it. The whole value system is different.
