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Re: difficulties with clients

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Re: difficulties with clients
by Ron Lindeboom on Apr 3, 2008 at 12:06:33 pm

Hello Lisa,

What Steve Wargo has just laid out for you is what is called "The Take-away Close" in sales parlance.

The Take-away Close
Done well and played successfully, the take-away close is one of the most powerful negotiative ploys that you can use.

Why?

What is it that everyone wants? What they cannot have. It's human nature and when you take something away from them, they want it back.

The Take-away Close Takes Away Their Power
It is also a case where (when successfully done) the take-away close also takes away their power. Why? Because once you tell them that this is not working and that you are no longer interested in working under these conditions and they are free to take their job elsewhere, they have no power over you.

In a negotiation, you only have power over me if you have something that I want. But if you don't have anything that I want, there is little that you can do to get me to do much because I have no interest.

Where the Gamble Pays Off
As Steve Wargo points out, if you take this kind of control you have to be willing to lose it all. If you do, and if you play it well, you could also gain absolute control.

By dumping the job back into their laps and leaving it in the hands of the inept, you have shown them that they are now no further along than when the whole mess started and they are in control or you are in control.

Sometimes you will win, sometimes you will lose.

But played well, this is one of the most powerful techniques in business that you will ever muster to your sometimes benefit.

There's my two cents added to Steve's.

Best regards,

Ron Lindeboom


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