One of my first books on sales was written by Zig Ziglar. In it, he listed several different closes. The Reverse Close, sometimes called the Take Away Close, is something I employed the other night with a Green.
Maurice waved at me from the VIP area, so I went upstairs and greeted him. Since he called me over to him, I knew he was a qualified buyer. The instant we sat down and he inquired exactly what he “got” in VIP was the first tip that he was a Green. “Well, I like you and I want a dance from you, but I gotta let you know up front that I want to touch and make out with you.”
My inner monologue was “Ewwwwww, no waaaaay!” My verbal response was, “Gosh, I don’t even know you! You don’t even know me! Tell you what, I’ll give you a great lapdance on MY terms that will leave you wanting more….”
“I already want more. Can I kiss you?” he responded.
I stood up, smiled and said,”I don’t think you can handle me right now.” and walked away without looking back.
About an hour later Maurice approached me on the main floor. “Lets go! you’re in charge.”
Men: they always want what they can’t have.
It’s also the thrill of the chase and for the pure fact that deep down in every man they do want the approval of women (or a woman).
Pray tell, did he have a dance with you on YOUR terms or badger you through-out the dance to change your terms (use his “terms”) ?