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When you want customers to buy, tell them they can't

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in Business Management

A few years ago I came across a brochure for an independent consultant, Sommers White.

The brochure promoting White’s consulting services was written entirely in question and answer format. But what really caught my eye was the first Q & A in the lead:

Q: Why should I hire Sommers White?
A: Perhaps you should not.

Why is this opening so effective?

First, it is unexpected. The surprise factor gets your attention.

Second, it instantly builds White’s credibility. Obviously, here is a guy who only wants clients he can help. He won’t just take any business. He has to believe he can really help you before he will work with you. What an ethical guy!

Third, it actually enhances the desire to find out more about White and possibly hire him. It’s intriguing. Who is this man of mystery? Why is he so sure of himself that he doesn’t even want your business?

This technique of selling is called “the takeaway close.” White did not invent it, although his use of it as a lead is unusual.

The basic premise of the takeaway close is: People want what they can’t have

Think about it. Your doctor tells you, “No more candy.” What do you instantly want? Candy!

Sales trainer Paul Karasik recommends you use the takeaway method when trying to close a sale with a reluctant prospect.

If the prospect is hemming and hawing, shut your notebook or folder, take the contract off the table, and say, “You know, you’re right. This may not be for you.”

The prospect will immediately want to know why you say this, and often, will try to prove you wrong. In essence, they’ll start selling YOU on changing your mind and accepting them as a customer. What an ideal situation for you!

Another things that makes the takeaway close so effective is what I call the power of the contrary: When you do something people don’t expect, it is an instant attention-getter.

A radio commercial for Seaman’s, a furniture store in my area, begins: “Whatever you do, DON’T buy furniture today!”

You don’t expect a furniture store to tell you not to buy furniture. So you listen. It sounds like you are going to get helpful consumer advice — maybe tips on shopping for furniture.

Turns out, the tip is to wait to Saturday for Seaman’s big blowout sale. But it works. They got your attention — and now you want to wait for their sale.

The next time you are having trouble closing a prospect or moving a sale forward, try the takeaway close.

One caveat: You have to be willing to lose the sale to make this work. You must be prepared for and ready to accept the possibility that the prospect will say, “Yes, you’re right, this is not for me.”

Therefore, the takeaway close should only be used either (a) when you already have more business than you can handle — and therefore can afford to lose the sale, or (b) when the sale is stalled and you cannot move the prospect forward using your other closing techniques.

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