I’m going to start this week’s blog post by being very transparent.
Early in my career, I went into a business presentation to look at an opportunity. I sat in the very back of the room and I was watching a young woman present. After she was finished, I walked up to her and confrontationally started asking her questions.
Are these products FDA approved? How long have you been doing this? How many people do you have on your team?
I was coming across very direct, aggressive and confrontational. She knew exactly how to read me. She looked at me aloofly and simply said…
You know what? You probably couldn’t do this kind of business. This probably isn’t for you.
And I effectively said…What do you mean it’s not for me?
She smiled calmly, turned her back and walked away from me. I immediately followed her and said…
Wait a minute! What do you mean it’s not for me?
She knew exactly what she was doing. She was taking the opportunity away from me. I eventually got started in that enterprise. If she wouldn’t have used that technique, I never would have gotten started in that business.
Every situation happens for a reason. Synchronistically, if I wouldn’t have started in that business, I wouldn’t be sharing this information with you now. She was able to read that I was someone who is an A-Type personality. She knew how to push my buttons and take it away. She had closing skills!
Because the takeaway is such a powerful tool, I’m going break down how and when to use this in the close. Get ready to add another tool to your belt and become a professional closer!
The Art Of The Takeaway
What is a takeaway?
The take away is a very powerful sales technique that you are able to use to slowly take your product, service or opportunity away from someone who is in stall, hesitation or in objection mode. You can read this pretty easily because the person will actually give you buy signs. When I was asking the young woman all of those questions, it was a signal I was interested, even though I was confrontational. She picked up on it immediately.
You may find a prospect tells you that it sounds good and they’d like to do it… BUT I’m sure you can appreciate at a later date.
So you see… that type of person is not in a position to create a decision. It’s important that you understand that most of the people you present a product, service or opportunity to may see the value, but they are not in a position to create a decision. Most of the people you present to are unconsciously afraid to commit. They are afraid to decide.
When you are armed with this information, the effective use of the takeaway can be very powerful! I am going to teach you how to do this as a trial close.
Now… You don’t use the take away to manipulate or control. You use it to trial close. The takeaway can be used to stay in your power and have a command of the conversation.
There are many ways to use the takeaway, but typically it comes from saying:
I can appreciate where you are coming from, but the timing may not be right for you. You sound like someone who’s interested… However, what I am going to do is go ahead and let you go. I am looking for people absolutely serious and when you feel good enough about creating a decision… here’s my number.
You sound like someone who’s actually committed. However, what I’m going to do is go ahead and let you go and let you think this situation over. I’m looking for people who can create a decision right now and can trust their intuition when they spot an opportunity. Obviously, the timing is not right now. When you are serious, here’s my number… get a hold of me.
I’m looking for people who are big thinkers. I’m looking for people who desire to be self-made millionaires. If you ever feel that that’s you, here’s my number. Go ahead and get a hold of me.
The objective of the takeaway is not to be rude, abrasive or over confrontational. The whole purpose of the takeaway is to be able to create a situation that says—I have a product and service of value. You obviously don’t see it, so I’m taking it away. I’m going to take the ball to another court. If you decide you see it, then follow me.
Here’s how it would sound on a follow-up call after the prospect has reviewed a presentation.
Wow Jeff! This sounds good. I’d really like to do this. I’m sure you can appreciate… I hope you understand… but the timing just isn’t right. Maybe in a few weeks or months I’ll be ready. Why don’t YOU call me back?
Now see, the prospect really believes that you’re going to believe that they actually have an interest. This can be quite comical. Because if you get really good at hearing what people mean, not just what they say, you will understand that the prospect is stalling. If you agree to follow up with them, the prospect ends up having all of the power.
You can turn the tables on the situation with a very simple technique to stay in your power. When the prospect says… Why don’t you get back with me. You say…
I’d love to Tom, but I won’t be doing that. You sound like a nice guy, however, you don’t really sound serious right now. Here’s what I’m going to do. I’m going to give you my number and why don’t you call me when you are ready to start making money.
(Alternately) Why don’t you call me back when you’re serious— not curious.
And that’s how it’s done… plain and simple. Now there is one key element that I am going to share with you that will make or break the effectiveness of the takeaway technique. You don’t want to miss this part so keep reading.
Becoming A Professional
When you trial close with the takeaway, you have to come from a position of power and strength. Then, you go into a complete state of listening, because the first one that speaks… loses.
A great technique is to be able to breathe so you aren’t tempted to jump back in and oversell. Again… the first one who speaks loses whenever a takeaway situation is created. The temptation for the average person is to:
- tell and sell
- over talk or beg
- get into their head
This is because the amateur or the novice is afraid they are going to lose the situation or lose the person. I have found that you can never lose what you do not have. There is no ownership.
Once again… you can’t lose what you don’t have.
Give yourself the green light and take your closing skills to a professional level. Begin to implement the art of the takeaway when the situation merits it. You’ll find power in your posture and be well on your way to becoming a master closer!