The takeaway close is a powerful sales technique that leverages the principle of scarcity to drive decision-making. By suggesting that the opportunity might be lost, you can motivate your prospect to act quickly and decisively. This chapter combines practical steps and a narrative to illustrate how to effectively use the takeaway close.

Understanding the Takeaway Close

The takeaway close involves hinting that a product or service might no longer be available if the prospect does not act soon. This can be achieved through verbal cues, timing, or even creating a sense of urgency around the product’s availability.

Why the Takeaway Close Works

Humans are naturally averse to loss. The fear of missing out (FOMO) is a strong motivator, and the takeaway close taps into this psychological trigger. When prospects believe that they might lose out on something valuable, they are more likely to make a quick decision.

Practical Steps to Using the Takeaway Close

  1. Build Value First
  1. Ensure the prospect understands the product’s value. Clearly communicate the benefits and unique features of your product or service.
  2. Example: “This product has helped many customers improve their efficiency by 20%.”
  3. Introduce Scarcity
  1. Subtly introduce the idea that the product or offer is not unlimited. Mention limited stock, time-sensitive offers, or exclusive availability.
  2. Example: “We only have a few units left at this price.”
  3. Imply the Potential Loss
  1. Without being overly aggressive, suggest that the prospect might miss out if they don’t act soon.
  2. Example: “I’m not sure how long we’ll have this available. It’s been very popular.”
  3. Pause and Observe
  1. After implying the potential loss, give the prospect a moment to process. This pause can increase the tension and urgency.
  2. Example: “Let me know if you’re interested, as I can’t guarantee this will be here tomorrow.”
  3. Reinforce the Benefits
  1. Remind the prospect of the benefits and value to reinforce why acting now is in their best interest.
  2. Example: “Remember, this product could significantly improve your workflow starting today.”
  3. Close the Sale
  1. If the prospect expresses interest or concern about missing out, move to close the sale by reinforcing the urgency and confirming the details.
  2. Example: “Would you like to secure your order now to ensure you don’t miss out?”

The Story of Sarah and the Scarce Opportunity

Sarah was an experienced sales representative at a premium home appliances store. One day, a couple walked in, eyeing the latest model of a high-end refrigerator. Sarah approached them with a warm smile and began her pitch, highlighting the refrigerator’s advanced features and energy efficiency.

The couple seemed interested but hesitant. They mentioned they were considering other options and would like to think it over. Sensing their indecision, Sarah decided to employ the takeaway close.

Building Value

“Let me show you something special,” Sarah said, leading the couple to the refrigerator. She explained how the appliance could save them hundreds of dollars in energy costs annually, its unique food preservation technology, and sleek design that would complement any modern kitchen.

Introducing Scarcity

As the couple admired the refrigerator, Sarah mentioned casually, “This model has been incredibly popular. In fact, we only have a few units left at this promotional price. It’s been flying off the shelves faster than we anticipated.”

Implying Potential Loss

Noticing the couple exchange glances, Sarah added, “I’d hate for you to miss out on this fantastic deal, especially since it’s such a great fit for your needs. We might not get another shipment for several weeks.”

Pausing and Observing

Sarah paused, allowing her words to sink in. The couple’s body language shifted—they leaned in closer to each other, whispering and looking back at the refrigerator.

Reinforcing the Benefits

Before they could voice their doubts, Sarah reiterated, “Remember, this refrigerator isn’t just a purchase; it’s an investment in your home and your future savings.”

Closing the Sale

The wife turned to Sarah and asked, “If we decide today, can we have it delivered by the weekend?” Sarah smiled, knowing she had effectively used the takeaway close. “Absolutely, we can arrange that for you right away.”

The couple made their purchase on the spot, not wanting to miss out on the opportunity.

Analysis and Insights

Sarah’s success in this scenario hinged on several key factors:

  1. Building Value: She first ensured the couple understood the product’s worth.
  2. Introducing Scarcity: She subtly mentioned the limited availability, creating urgency.
  3. Implying Potential Loss: By suggesting they might miss out, she tapped into their fear of loss.
  4. Pausing and Observing: Her pause allowed the couple to process the information and feel the urgency.
  5. Reinforcing the Benefits: She reminded them why the product was valuable, reinforcing their decision.
  6. Closing the Sale: She was prepared to finalize the sale once they showed interest.

Practical Tips for Success

  • Be Genuine: Ensure your scarcity claims are honest. False scarcity can damage trust.
  • Know Your Timing: Use the takeaway close at the right moment, typically after value has been established but before the final decision.
  • Read Your Prospect: Pay attention to their reactions and adjust your approach accordingly.

Common Pitfalls and How to Avoid Them

  • Overuse: Don’t overuse the takeaway close. If every product is presented as scarce, it loses effectiveness.
  • Aggressiveness: Avoid coming across as pushy or manipulative. Maintain a helpful and supportive tone.

Conclusion

The takeaway close is a strategic tool in your sales arsenal. When used correctly, it can create a sense of urgency that drives prospects to make quick and favorable decisions. Remember, the key is to balance scarcity with genuine value to foster trust and satisfaction.

Exercises

  1. Role-Playing: Pair up with a colleague and practice the takeaway close in a mock sales scenario.
  2. Reflection: Think of a time when you experienced the takeaway close as a customer. How did it make you feel? What could the salesperson have done better?

Summary

In this chapter, we explored the takeaway close, understanding its psychological basis and practical steps for implementation. By mastering this technique, you can enhance your ability to close sales effectively and efficiently.