The Take-Away

This is the most powerful maneuver in negotiations, sales, and romance. It is, simply put, “We don’t have to do business today. I’m fine without you.” It is so powerful that you risk the other person saying, “Fine with me. Bye.”

The take-away is best used when the prospect is on guard, because they think you’re trying to sell them something. So you say, discretely, “No I’m not.” I’m just trying to do my job, show you this car, be friendly, etc.

For prospects that are very guarded, you will want to use a more direct take-away. Just look them in the eye and say, “Do you think I need this sale?”

For prospects that are less guarded, you can just refer to your success as a salesman or your company’s success.