Forums: Discussions for entrepreneurs and small business.

Here`s a great sales technique you should try incorporating into your ads or salesletters.

Tell your prospect not to buy.

That`s right. Tell him or her not to do business with you.

Here`s why:

Human psychology is a strange thing: The more you tell someone they can`t or shouldn`t have something, the more they want it.

It`s amazing, but it`s true.

Anyone with children can attest to this fact.

The sales technique I`m referring to is called "The Takeaway Close."

In direct sales, it works like this:

If the prospect is hesitant and you see you aren`t getting anywhere, as you pack up your things and prepare to leave, say to the prospect "I`m sorry I wasted your time. Maybe this isn`t right for you."

It`s unbelievable! As soon as you say that, most prospects will immediately say "Wait, hold on a minute! What do you mean it`s not right for me?"

The hook has just been baited.

Time to do a little fishing.

That`s your cue to continue your presentation. But here`s the bonus:

Your prospect will now be a lot more interested and attentive than he or she was just moments ago.

Incorporating the takeaway closing technique into your ads or salesletters is easy. Simply adding the words "this offer isn`t for everyone" or "this may not be right for you" is usually enough to bait the hook.

It`s a great technique, because it`s disarming and attention-getting at the same time.

Obviously, it won`t work all of the time and in every situation, but there are plenty of times when you`ll be able to use it effectively in your ads or salesletters.

Why not try it and see?

Dale King


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Um, this has been used in selling for at least the past 50 years (obviously, much before as well, due to the whole Ben-Franklin-is-still-dead thing).

This is not exactly breaking news. It`s also very old selling technique, and clients are much too sophisticated for it.

Risky business to use reverse psychology...especially in today`s economy and market. Additionally, with the increasing decay in customer service, I`d suggest that too many potential customers already are leery of sales people who "don`t seem to care." I`d suspect that in more cases than not, the customer would say, "You`re right. I don`t like being pushed, and I don`t like your attitude. I`ll find someplace else to get this thing."

I`m not saying it doesn`t work. I`m just saying we`re in a different time these days, in terms of trying to make things appear as a once in a lifetime deal.

What I`d rather do, using the "takeaway" part of the post, is just that: have a takeaway or "leave-behind."

"You seem uncertain as to if this is a good idea or the right product for you. I don`t want to add to your stress, so how about this: Why don`t I leave this sample (or brochure...whatever) with you, and call you in a week? Then maybe we can talk some more."

That`s also been done for like....a hundred years, but at least it doesn`t try to put pressure on the potential customer.

Yes, it is an old technique, but still not everyone is aware of it or how to properly use it.

In addition, it never hurts to remind marketers of old, "tried and true" marketing techniques.

And while a couple of you may find this information elementary,  there are a few people on this forum whom appreciate learning about such techniques, and they`re the ones these posts are for.

Regarding reverse pyschology, there`s nothing risky about it.

If you know what you`re doing, that technique works as well today as it ever did.

The key, of course  is knowing what you`re doing, which is why I wrote the article in the first place.

Dale King

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If you`re tired of all the money-making
hype, lies and scams...read this!
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