Take Away

Description:  People want what they can’t have — so you’ll make it look like the variable they care about most is suddenly unavailable.

A common sales closing technique.  Midway through a negotiation you get a call that the asset you have been discussing is no longer available or that the deal is off.  Now that the counter-party can’t get it, he wants it more.  You concede to get the deal back on track.

Intent: Increase value, close the negotiation.

Style:  Competitive

Counter:  Don’t take the bait – or suggest that you negotiate directly with the boss.

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