How to Coach Yourself and Others How to Influence, Persuade and Motivate | Page 260

4. Restrict Freedom. We want what we can't have. If we are told a
productisor will soon be unavailable, we want it even more. Our
desire goes up and so does the urgency to act. Create a scenario
where you tell your prospect that the offer is only good for so
long. Tell them they have to act now to take advantage of the
opportunity or they will lose out. This technique works so well
because we have all walked away from offers like this before, and
they really haven't been there when we returned. Walk through
clearance stores and you will see "Sold" signs on the furniture.
These signs create urgency because somebody else has found a
deal, and so should we.
In sales, this urgency is called the "take away" close. If you take away
your prospects' opportunity to get involved with your product or service,
they naturally want it more. This strategy also works well when you want
to see if your prospect really is interested in what you are providing. If
you are stuck and not sure how much time you want to spend with a
prospect, or if they are just looking and not willing to make a decision, do
a take away. If they are truly interested in your product, they will perk up
and become more interested. If not, they will walk away. Either way, you
have saved yourself time and energy.
[17]Worchel, Arnold, and Baker, "The Effect of Censorship on Attitude Change."

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