Take away closing technique

bridger480

Here's another close I found online, the "Take Away Close". It was explained as, "Forcing a customer is to make a decision, by "taking it away" often closes a sale."

Does anyone use this with success?

Gary Boye

The "take away close" is manipulative and often (not always) dishonest. The idea behind it is to imply to an interested prospect, who is not completely committed, that the product might now be suddenly unavailable--or unavailable at the price and/or terms discussed. It is supposed to create an urgency for the customer to buy, once it is discovered that the product/price/terms are available--i.e. "but you need to decide now."

In many cases the information about lack of, or limited availability, is a lie.

SalesGuy

Here is a quote from Kevin Hogan:

If there is any manipulation or dishonesty involved it is with the salesperson and not the technique/tool.

Gary Boye

His example is one of manipulation in the form of a powerless ultimatum. If any salesperson ever said that to me, I'd show him the door immediately. If anybody that ever worked for me ever issued that ultimatum to a prospect, I would instruct him never to do that again--or he could hand me his resignation.

EXP Creative

For most salesmen, once they get the committment from the customer to purchase their product, their sale is closed. In my profession, I use the "take away" close quite differently. On average, after a customer has given me their committment to purchase the vehicle that fits their needs/wants the best, I hear "No" 4 more times before my sale is closed.

Example: Customer agrees that if our numbers match up they will purchase our car. Now, I must make the customer satisfied with the selling price of the vehicle, the monthly payments associated with said car and the term of the loan. Chances are that the customer has picked out a car that costs more than they want to pay with features that appeal to their wants instead of their needs. During negotiations, if we reach a point in which the dealership can not (or will not) sell the vehicle they want at the price they request I will first try to "take away" a feature that they told me that they NEED during the qualifying stage. For most people, they will justify the extra cost of this vehicle because it has something that will make their life too unpleasant to live without. Sale closed.

Some customers will still insist that I will not get a sale on a car that doesn't have X feature. At that point I give them that feature back but once again take away another one. This time taking something they want (such as a moonroof or a spoiler). More people are likely to give up something like this because they know they can always get this added on at a later time. Sale closed.

Also, I would like to mention that once a "want" feature is taken away, my avg. commission is higher as we switch cars and the negotiation process starts all over in the dealership's mind. I think that the customer feels like "we have been negotiating price for x mins/x hours, so we must be getting the best deal." I think most people don't like negotiating price, they do it because they don't want to feel stupid in front of their friends/family when someone asks, "How much did you pay for that?" and then the friend tells them that he bought it for X.

RainMaker

This close was presented differently (and more innocently) to me.

I was under the impression it was used after hearing "no" and as you pack up your briefcase. ie: such as..."OK, well you won't be needing this such and such..."

Offering the benefits out on the table during the presentation and then taking them back as you leave.

I've never actually tried it (because I can't make it sound natural).

Regarding Gary's interpretation, I am in agreement with him. I love the scene on the Simpson's where Homer is watching a commercial on TV and shouts "LIMITED??" and grabs the phone and starts frantically dialing to order his subliminal weight loss tapes.

SalesGuy

You are entitled to believe anything your heart desires.

Gary Boye

Zoom, that's a very informative post. Your example shows a solid understanding of the sales process as it applies to your own profession. I'm sure that the more you have used your skills, the easier it has been to see both similarities and differences from one case to another.

EXP Creative

That is what's keeps me in sales day in and day out. It doesn't matter how many people you talk to, you will never make the same exact sale twice! The main thing I was trying to show everyone will my drawn out example is that the take away close isn't just a last ditch effort to push a client into the purchase, but if you can find a way to relate it to your own profession you can often use it more than once on the same client with success.

MitchM

I agree with Gary Zoom that your post is very informative. I've never sold the way you do - my background isn't in sales - but I'vebeen sold to the way you just described and now I understand it.

Finding a way to relate the "take Away" to our lives is excellent advice.

Thanks!