The takeaway close is based on the psychology that people dislike when things are taken away from them. It is human nature to want something that we can’t have. However, we must recognize that sometimes your prospect truly does not want what you are offering.
The takeaway close is often a final effort to close a contract, secure an interview or acceptance of an offer, etc. As an example, this technique may involve withdrawing a candidate from consideration for a position after repeated attempts with the interviewee to nail down an interview date. This can be a tough pill to swallow, particularly if the Search Consultant is new to the business. It may feel like a door is being permanently closed on a possible hire. The reality is that this technique usually exposes a concern that has been lurking below the surface. If your prospect truly wants what is in front of him or her, they will not let you take it away. They will protest, whine or object, often paving the way for new information to surface which allows the hiring process to continue. If they do permit the takeaway, there wasn’t a match or placement to be had, at least not at this time and timing is everything!
Be grateful that you received a ‘no’ today. Would you rather waste more of your time and your client’s time only to get that ‘no’ at later date? Now do keep in mind that we are dealing with humans. Even when a candidate or client allows the takeaway, it is still possible they may have a change of heart down the road. There is a saying in our business that twenty percent of placements will not happen no matter how skilled the Search Consultant. Sixty percent will happen as a direct result of our involvement. The remaining twenty percent were destined to happen without us! In those twenty percent of the cases where the candidate and client really want each other, there is absolutely nothing we can do to stop that placement from happening!
It is important to note that the takeaway close requires more time and study to master, because it can be difficult to execute properly. Though it sounds relatively simple, the key is learning when to use it. If used too early, you could appear overly aggressive and end up with a negative outcome. Additionally, you must truly be okay with walking away from the deal. If not, don’t try this close at home! Study it, learn it and practice properly putting it into action to produce results-both negative and positive.
Scripts
Takeaway Close Candidate Examples
Video
Although the Takeaway Close often requires some courage to put into action, Recruiting Trainer Karen Schmidt details this highly effective technique that can be deployed at virtually anytime.
Industry Coach Scott Love covers counteroffers in this clip and how to suggest taking away an offer from a counteroffer prone candidate.
There’s definitely a common theme among the best in the business when it comes to using the Takeaway Close. Tenured Recruiter Jon Bartos offers this quick tip when dealing with a wavering candidate.
Click here for a quick tip on Scott Love’s approach to taking away an offer from a candidate that’s likely to take a counteroffer.
In this entertaining segment, industry Coach Neil Lebovits draws an analogy of the Takeaway Close (people want what they can’t have) to dating, Tickle Me Elmo and Pokémon! He also talks about the concept of scarcity and how to utilize it to close more deals.
