{"id":226,"date":"2006-08-10T12:54:47","date_gmt":"2006-08-10T17:54:47","guid":{"rendered":"http:\/\/selectmetrix.com\/blogs\/?p=226"},"modified":"2006-08-10T12:54:56","modified_gmt":"2006-08-10T17:54:56","slug":"what-we-cannot-have","status":"publish","type":"post","link":"http:\/\/selectmetrix.com\/blogs\/2006\/08\/what-we-cannot-have\/","title":{"rendered":"What We Cannot Have"},"content":{"rendered":"<p>Dan Tudor has a great post on his <a href=\"http:\/\/www.landingthedeal.com\" target=\"_blank\">Landing the Deal<\/a> blog &#8211; <a href=\"http:\/\/www.landingthedeal.com\/2006\/08\/the_takeaway_close.html\" target=\"_blank\">&#8220;The Takeaway Close&#8221;<\/a>. The takeaway close is a powerful tool for a salesperson when used properly. I used to work for a sales trainer who taught this technique and it is most effective. Here is the gist of why it works:<\/p>\n<blockquote><p>Human psychology is funny: The more you tell somebody they can&#8217;t or shouldn&#8217;t have something, the more they want it.<\/p><\/blockquote>\n<p>As powerful as it is, let me explain when it doesn&#8217;t work. I&#8217;ve gone on sales calls with many salespeople to observe their techniques. The takeaway close is an embarrassingly clumsy technique if there has not been enough discussion about the opportunity. Salespeople who meet a prospect for the first time, talk about their needs for 30 minutes and then launch some version of &#8220;Maybe this isn&#8217;t right for you&#8221; will see the prospect agree and show them to the door. That&#8217;s a tough position from which to recover.<\/p>\n<p>This technique works best when the salesperson has had an extended discussion with the prospect (probably more than 1 meeting) and has attempted to move towards a solution. The prospect&#8217;s own objections and stalls are the factors that give this technique its strength.<\/p>\n<p>Most objections and stalls are basic prospect moves to negotiate a better deal. Their power resides in the ability to say no to your solution . . . and they know it. Hence, they use stalls even when they are most interested much like a bluff in poker. The power of the takeaway close is the salesperson&#8217;s ability to call their bluff.<\/p>\n<p>The psychology behind the takeaway close is that the salesperson is stating to the prospect that it is ok if we do not do business. That move is utterly disarming to a prospect who truly is interested. It is at this point that the deal will normally move quickly to the closing stage. If it doesn&#8217;t, the salesperson has qualified the prospect for a no and can move on to a better prospect.<\/p>\n<p>One rub here is that most sales managers are hesitant to allow a salesperson to potentially lose a piece of business. This move appears to be high risk to the sales manager. It is not risky when it is used effectively. Far worse for the sales manager to force the salesperson to continue the pursuit of a prospect who may simply be bluffing.<\/p>\n<p>I speak from experience on this topic. I used the takeaway close back in the late &#8217;90s when I was selling CRM software. I closed a large deal that was stalled until I used this technique. Long after the deal was closed, I was called into the VP of Sales office and reprimanded for using this technique (they read my notes in the CRM software that we used internally). I explained that we closed the deal because of the technique. His response, &#8220;Yes, but we could have lost the deal.&#8221;<\/p>\n<p>I resigned not long after that meeting.<\/p>\n","protected":false},"excerpt":{"rendered":"<p>Dan Tudor has a great post on his Landing the Deal blog &#8211; &#8220;The Takeaway Close&#8221;. The takeaway close is a powerful tool for a salesperson when used properly. I used to work for a sales trainer who taught this technique and it is most effective. Here is the gist of why it works: Human psychology is funny: The more you tell somebody they can&#8217;t or shouldn&#8217;t have something, the more they want it. As powerful as it is, let me explain when it doesn&#8217;t work. I&#8217;ve gone on sales calls with many salespeople to observe their techniques. The takeaway close is an embarrassingly clumsy technique if there has not&hellip; <a class=\"read-more\" href=\"http:\/\/selectmetrix.com\/blogs\/2006\/08\/what-we-cannot-have\/\">Read More<\/a><\/p>\n","protected":false},"author":2,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"bgseo_title":"","bgseo_description":"","bgseo_robots_index":"","bgseo_robots_follow":"","_jetpack_newsletter_access":"","_jetpack_dont_email_post_to_subs":false,"_jetpack_newsletter_tier_id":0,"_jetpack_memberships_contains_paywalled_content":false,"_jetpack_feature_clip_id":0,"_jetpack_memberships_contains_paid_content":false,"footnotes":"","jetpack_publicize_message":"","jetpack_publicize_feature_enabled":true,"jetpack_social_post_already_shared":false,"jetpack_social_options":{"image_generator_settings":{"template":"highway","default_image_id":0,"font":"","enabled":false},"version":2},"jetpack_post_was_ever_published":false},"categories":[4,9],"tags":[],"class_list":["post-226","post","type-post","status-publish","format-standard","hentry","category-sales-management","category-sales-techniques"],"jetpack_publicize_connections":[],"jetpack_sharing_enabled":true,"jetpack_shortlink":"https:\/\/wp.me\/p5Oho-3E","jetpack-related-posts":[{"id":1379,"url":"http:\/\/selectmetrix.com\/blogs\/2008\/01\/selling-is-not-telling\/","url_meta":{"origin":226,"position":0},"title":"Selling Is Not Telling","author":"Derrick Moe","date":"January 15, 2008","format":false,"excerpt":"Conventional Wisdom = The best talkers make the best salespeople. If I could rewrite that to make it accurate, I would state it like this:\u00a0 The best questioners make the best salespeople. Yes, I know that is oversimplifying things, but it is an attempt at rewriting conventional wisdom.\u00a0 The key\u2026","rel":"","context":"In &quot;Sales Techniques&quot;","block_context":{"text":"Sales Techniques","link":"http:\/\/selectmetrix.com\/blogs\/category\/sales-techniques\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":3199,"url":"http:\/\/selectmetrix.com\/blogs\/2016\/06\/positive-prospects-are-trouble\/","url_meta":{"origin":226,"position":1},"title":"Positive Prospects Are Trouble","author":"Derrick Moe","date":"June 13, 2016","format":false,"excerpt":"Prospects have many moves they learn at prospects\u2019 school, but one of the most lethal is the positive move. \u00a0The positive move is when the prospect appears to be eager to purchase your solution, especially early in the sales process. Don\u2019t get me wrong, there are always \u201cblue birds\u201d that\u2026","rel":"","context":"In &quot;Sales Techniques&quot;","block_context":{"text":"Sales Techniques","link":"http:\/\/selectmetrix.com\/blogs\/category\/sales-techniques\/"},"img":{"alt_text":"","src":"https:\/\/i0.wp.com\/selectmetrix.com\/blogs\/wp-content\/uploads\/2016\/06\/Positive-Sign.png?fit=560%2C315&resize=350%2C200","width":350,"height":200,"srcset":"https:\/\/i0.wp.com\/selectmetrix.com\/blogs\/wp-content\/uploads\/2016\/06\/Positive-Sign.png?fit=560%2C315&resize=350%2C200 1x, https:\/\/i0.wp.com\/selectmetrix.com\/blogs\/wp-content\/uploads\/2016\/06\/Positive-Sign.png?fit=560%2C315&resize=525%2C300 1.5x"},"classes":[]},{"id":1604,"url":"http:\/\/selectmetrix.com\/blogs\/2008\/06\/secret-traits-of-top-salespeople\/","url_meta":{"origin":226,"position":2},"title":"Secret Traits Of Top Salespeople","author":"Derrick Moe","date":"June 4, 2008","format":false,"excerpt":"SalesHQ.com offers up an article that discusses the \"secrets\" of top sales achievers.\u00a0 A couple of the secrets: \u2022 Position themselves with the real decision-makers and avoid those without \u2018approval power\u2019. They are able to first identify and then access the formal decision making unit. \u2022 Recognize when to treat\u2026","rel":"","context":"In &quot;Sales Management&quot;","block_context":{"text":"Sales Management","link":"http:\/\/selectmetrix.com\/blogs\/category\/sales-management\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":1461,"url":"http:\/\/selectmetrix.com\/blogs\/2008\/03\/toughest-sales-objection-indifference\/","url_meta":{"origin":226,"position":3},"title":"Toughest Sales Objection &#8211; Indifference","author":"Derrick Moe","date":"March 11, 2008","format":false,"excerpt":"Clayton has a post on his Salesopedia blog that references some recent survey results from their highly-visited site.\u00a0 One result jumps off the screen: What\u2019s the toughest objection? Indifference \u2026\u2026.. 64.7% Price \u2026\u2026\u2026\u2026\u2026.. 26.5% Timing \u2026\u2026\u2026\u2026\u2026 8.8% Isn't that the truth?\u00a0 We used to work for a sales trainer who\u2026","rel":"","context":"In &quot;Sales Management&quot;","block_context":{"text":"Sales Management","link":"http:\/\/selectmetrix.com\/blogs\/category\/sales-management\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":3211,"url":"http:\/\/selectmetrix.com\/blogs\/2017\/03\/oddities-that-make-strong-salespeople-noncompliance\/","url_meta":{"origin":226,"position":4},"title":"Oddities That Make Strong Salespeople-Noncompliance","author":"Derrick Moe","date":"March 9, 2017","format":false,"excerpt":"I\u2019ve been assessing salespeople since 2001 which, as you can imagine, has provided some unique experiences.\u00a0 These experiences have revealed some odd factors that seem to be supportive of sales success. The oddity is that there seems to be a yin and a yang to abilities\u2026a give and a take.\u00a0\u2026","rel":"","context":"In &quot;Assessing&quot;","block_context":{"text":"Assessing","link":"http:\/\/selectmetrix.com\/blogs\/category\/hiring\/assessing\/"},"img":{"alt_text":"","src":"https:\/\/i0.wp.com\/selectmetrix.com\/blogs\/wp-content\/uploads\/2017\/03\/Carnival.png?fit=560%2C315&resize=350%2C200","width":350,"height":200,"srcset":"https:\/\/i0.wp.com\/selectmetrix.com\/blogs\/wp-content\/uploads\/2017\/03\/Carnival.png?fit=560%2C315&resize=350%2C200 1x, https:\/\/i0.wp.com\/selectmetrix.com\/blogs\/wp-content\/uploads\/2017\/03\/Carnival.png?fit=560%2C315&resize=525%2C300 1.5x"},"classes":[]},{"id":2577,"url":"http:\/\/selectmetrix.com\/blogs\/2015\/05\/silence-kills-deals\/","url_meta":{"origin":226,"position":5},"title":"Silence Kills Deals?","author":"Derrick Moe","date":"May 29, 2015","format":false,"excerpt":"My mouth is still agape after reading this article in the MSP Business Journal \u2013 How to close a sales more effectively. The first howler: Anyone involved in sales knows silence can kill deals. If you present your best recommendations to a prospect and stop talking, he might say, \u201cThat\u2019s\u2026","rel":"","context":"In &quot;Communication&quot;","block_context":{"text":"Communication","link":"http:\/\/selectmetrix.com\/blogs\/category\/communication\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]}],"jetpack_featured_media_url":"","_links":{"self":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/226","targetHints":{"allow":["GET"]}}],"collection":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/users\/2"}],"replies":[{"embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/comments?post=226"}],"version-history":[{"count":0,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/226\/revisions"}],"wp:attachment":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/media?parent=226"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/categories?post=226"},{"taxonomy":"post_tag","embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/tags?post=226"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}<!-- WP Super Cache is installed but broken. 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