Knowing When To Take It Away
In order for this technique to work, you really must be prepared to walk out the door and not
look back. If you cannot do this, this technique will blow up in your face. However, if you are
truly prepared to walk away, this technique is incredibly powerful at eliminating objections.
There are a multitude of words and gestures that you can use to “take it away” depending on
what you are trying to accomplish and with whom.
Customers and prospects alike are famous for stating, in so many words, that the other guy
can do better for less. In essence, you want to mirror back to them what they just told you
and then state, not ask, “You did place the order.” Then do not speak until you get a
response. Either the order has been placed or not. If it has, it probably really is over for you.
If it hasn’t, then you deserve to know the reasons why. And when you find out why, you are
now learning what you need to do to get the order or keep the order.
Prospects who have given all the indications of being ready to buy, but who just resist closing,
are especially susceptible to having it taken away.
“Bill, you have given every indication that you are ready to buy. But for some reason you just
aren’t sharing, you keep stopping short. I think I should leave.” Then wait for a response.
Take it away ONLY if you are prepared to walk out the door. Once you take it away, wait for a
response regardless of how long it takes