| The give-take close is one of the most powerful | | | | 1. "...oh yes, this is what you were looking for, isn't |
| sales techniques we humans know. It employs a | | | | it? (Wait for his response, then get him to |
| powerful psychological tendency to strengthen | | | | experience the benefits in his mind...) But I |
| your prospect's desire for your product. Instead | | | | remember Mr Kingslee has ordered the last piece |
| of begging him for his business like other | | | | and this product range has been discontinued..." |
| salesmen do, you will now have your prospects | | | | 2. "...what you're talking about, sir, seems like |
| running to you. | | | | something we have in our store...let me show you. |
| In order for this technique to work properly, you | | | | (Again, wait for his response, then get him to |
| must make adequate preparations. | | | | experience the benefits in his mind...) Unfortunately |
| First, you must know what is valuable to your | | | | the stock we're left with has been pre-ordered |
| prospect and what they want most. Then | | | | by a client from New Jersey." |
| package your offer in such a way it comes in line | | | | Immediately after this, allow him to fight back and |
| with your prospect's main desire. Alternatively, | | | | perhaps even get a little insecure. After a while, |
| you can create this valuable item (as a bonus) to | | | | give your prospect some assurance by telling him |
| go along with your main offer. | | | | you'll turn things around for him. Also say, "no |
| This step is crucial, for a prospect won't bite at | | | | promises", so it'll keep him in suspense. |
| your initial offer unless it is desirable. So take pains | | | | Five minutes later, you're back with papers in |
| to make sure this is done. | | | | hand, announcing the good news. Smiling from ear |
| As you present your product or bonus, get him | | | | to ear, Mr Prospect promptly begins to sign on |
| to experience the pleasure of having it in realty | | | | the dotted line and eagerly whips out a cheque to |
| (or at least in his mind). Or get him to feel the | | | | make payment. |
| pain (physical or psychological) melting away into | | | | Some salesmen have this technique backfire on |
| relieve. | | | | them when their client finds out later what they |
| As soon as he starts enjoying the moments of | | | | said wasn't true. So for this technique to be |
| pleasure in his mind, take it away from him. Then | | | | effective, everything you say (discontinued |
| throw an obstacle before him. If he retorts and | | | | product line, last piece in the warehouse, |
| wants the shiny object badly, make him jump | | | | whatever...) has to be true. Otherwise your |
| through hoops to get it...let him to do some work | | | | customer will feel cheated and promptly ask for a |
| to have it. | | | | refund. |
| As he fights for what he (in his mind) is about to | | | | What makes this technique so powerful is it |
| lose, you can use this momentum to bring the | | | | appeals to the fear of loss in every human being. |
| sale to a close. But don't drive your prospect too | | | | Most people will do anything to prevent a loss but |
| hard, or he might get frustrated and walk away | | | | will do absolutely nothing to make a gain. Most |
| disappointed. | | | | sales techniques show prospects what they can |
| Here are two examples of how you can use the | | | | gain, but few do the opposite. This is one of |
| technique: | | | | them. |