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 Reversal Close

 

Disciplines > Sales > Closing techniques > Reversal Close

Technique | How it works | See also

 

Technique

Act as if you do not want them to buy the product.

When they are objecting, just take the product back and put it on the shelf (or worse, give it to another sales person).

Suddenly remember that this is the last one and it was reserved by someone else.

When they object to you 'deciding for them', do not give in easily. Let yourself be persuaded by them, and only take the product out again when you have a much firmer interest or commitment.

This is particularly useful if they seem to have a contrary nature.

How strongly you do this reversal depends on how much they pull back. It's a bit like fishing - too much tugging and the fish will swim away, whilst a delicate touch will bring the fish inevitably to the shore.

You can also use the idea of reversal in other ways, for example to elicit objections by asking them why they would not buy from you.

Examples

This is clearly not for you. Thank you for coming in today, anyway.

Oh no! This one was reserved for another customer and we have no more.

I really don't think this is your style.

I'm not going to get it out again unless you are sure this is the one for you.

How it works

The Reversal Close works by causing reactance, where your autonomous actions cause them to take an opposite stance.

It can also be useful when they are suspicious of you trying to sell them something. By refusing to sell, you appear to be on their side or, at the very least, you will have broken their stereotype of a typical sales person.

See also

Doubt Close

Reactance Theory

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

 

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