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Retrial Close

 

Disciplines > Sales > Closing techniques >  Retrial Close

Technique | How it works | See also

 

Technique

When things are not going your way, and perhaps when your customer has already said 'no' (and perhaps a number of times), then seek to reset the clock by obviating any past decisions through new data or proving that decisions were shaky or incorrect.

 

Examples

I have looked deeper into this and found that we were using the wrong information.

I'm sorry but I lost my notes from last time. Can we go over a few things again?

After talking with Jan, it seems the requirements have changed...

 

How it works

The Retrial Close works in the same way that a retrial is forced in a court of law, where evidence that was accepted in the original trial is proved to be unsafe.

Perhaps it seems it is not so much a closing technique as a unclosing technique? The actual closure is in the decision to open the negotiations again.

See also

Logic principle, Objectivity principle

Books on Sales Closing

**** Tom Hopkins, Sales Closing for Dummies, For Dummies, 1998  **** Zig Ziglar, Zig Ziglar's Secrets of Closing the Sale, Berkley Publishing, 1985  *** Stephan Schiffman, Closing Techniques: (That Really Work!), Adams Media, 1999  **** Stephan Schiffman, Getting to 'Closed': A Proven Program to Accelerate the Sales Cycle and Increase Commissions, Dearborn Trade Publishing, 2002  *** Joe Girard, Robert L. Shook, Robert Casemore, How to Close Every Sale, Warner books, 2002 ** Gary Karass, Negotiate to close: How to make more successful deals, Fireside, 1987

 

Sales Books

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