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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
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