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

Sales Books