While dealing with a stalling client last week, I remembered having a similar situation whereby no matter what I did, the prospect had an excuse or reason to ignore my solution. After allowing this to go on and wasting hours of my time and resources, I decided to use the takeaway close. And, it worked. I got the business contract and the client got what they needed.
Now, if you noticed in the title I used the word “controversial” ahead of the takeaway close. Why is it controversial? Because many sales people and sales managers would never, ever, take doing business off the table with a prospect. Think of this as the old skiing mantra – “No Guts, No Glory!”
Please before you go willy-nilly into the world of customers taking offers off the table, let me explain when and how to use it properly.