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?
Does anyone use this with success?
In many cases the information about lack of, or limited availability, is a lie. - Written by Gary Boye
Here is a quote from Kevin Hogan:
In a nutshell, you give the customer one opportunity to purchase your product or hire you. If they don’t, you make it explicitly clear that you will move on and allow others to take advantage of your services.
This is the basic pattern:
This is the basic pattern:
“It makes no difference to me whether you buy this X or not. You have until tomorrow to make a decision and reserve your X or not. If I don’t hear from you by noon, I’ll know you didn’t want it. No pressure. Bye.”
If there is any manipulation or dishonesty involved it is with the salesperson and not the technique/tool. ;) - Written by SalesGuy
Here is a quote from Kevin Hogan:
[/indent]If there is any manipulation or dishonesty involved it is with the salesperson and not the technique/tool. ;)
[/indent]If there is any manipulation or dishonesty involved it is with the salesperson and not the technique/tool. ;)
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. - Written by EXP Creative
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. - Written by EXP Creative
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.
In many cases the information about lack of, or limited availability, is a lie.
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. - Written by RainMaker
His example is one of manipulation in the form of a powerless ultimatum.
In my profession, I use the "take away" close quite differently.
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.
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.
Finding a way to relate the "take Away" to our lives is excellent advice.
Thanks! - Written by 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've bought the way you just described.
Finding a way to relate the "take Away" to our lives is excellent advice.
Thanks!
Finding a way to relate the "take Away" to our lives is excellent advice.
Thanks!
I hadn't thought of the "take-away" in that light but the concept sounds good. Thank you for your response. - Written by bridger480
If there is any manipulation or dishonesty involved it is with the salesperson and not the technique/tool.
What's wrong with manipulation?
There is nothing inherently "wrong" with "manipulation".
So why does it matter if a close is manipulative?
There is nothing inherently "wrong" with "manipulation".
I deal with the same customers week after week and sooner or later they would figure out if I was manipulating them and I'd be out of business a week later.
Pat - Written by toolguy_35
Nothing, I suppose, if you see your customers as sheep to be sheared and don't plan on doing business with them more than once.
I deal with the same customers week after week and sooner or later they would figure out if I was manipulating them and I'd be out of business a week later.
Pat
I deal with the same customers week after week and sooner or later they would figure out if I was manipulating them and I'd be out of business a week later.
Pat
Skilled manipulators can work with the same people day after day and week after week. Have you ever seen a child manipulate a parent? ;wi
That kind of attitude is what has given salespeople a bad name.
IMHO sales requires the highest personal integrity and ethics simply because it is enteirly too easy to cheat. Once you start down that particular path it's way to easy to go again.
Many of my customers deal exclusively with me because they have been manipulated into a sale or otherwise cheated by other tool dealers in the past.
Dealing with your customers fairly and honestly will serve you in good stead building clientele.
Pat - Written by toolguy_35
That kind of attitude is what has given salespeople a bad name.
Dealing with your customers fairly and honestly will serve you in good stead building clientele.
Does anyone use this with success? - Written by bridger480