How we change what others think, feel, believe and do
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.
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.