The principle. Humans want what they can't have. When you push, they resist. When you withdraw, they chase.
The script (used sparingly):
"You know what — I'm not actually sure this is the right fit for you. Based on what you've told me about [their constraint], you might be better served by [alternative]. Let me think on it. I'll only recommend we move forward if I'm 100% sure it'll work."
Then you genuinely pause, look uncertain, maybe even start packing up.
Why it works.
- Pattern interrupt — every other rep is pushing, you're pulling back. They didn't see it coming.
- Loss aversion kicks in — they were considering walking, now you might walk first.
- Authority signal — only confident sellers can afford to walk. Your willingness reframes you as the expert.
When to use. Sparingly. Only when:
- You genuinely have a real concern about fit (don't fake this)
- They're stalling with vague "let me think about it" energy
- You've done the work and they're not engaging back
When NOT to use. Early in the call, when you're desperate, or when fit is obvious. Faking a takeaway is the worst thing you can do — it reads as manipulation immediately.
The follow-through. If they let you walk, you actually walk. The takeaway only retains its power if you're known to mean it. Ironically: this is what makes you close more — the prospects who chase you are higher-intent and easier to close.