I've been bantering on about the negotiation understanding of Power : Need lately, and it occurred that the take-away close comes directly from this.
A Quick Power:Need Refresher: Those with Power, Have no Need. Those with Need, Have no Power.
Take-Away in Action: You know you want it. You have no power. You need it. So you can't have it.
I just had this work beautifully for buyers who kocked 5% off of asking price in their contract. Today was the inspection objection deadline and there were some issues, a couple fairly significant. The sellers indicated that they had "sellers' remorse." They weren't that interested in selling anymore since they felt that they were giving the property away at contract price and now, here was another couple grand they were going to have to shell out.
Enter: The Take Away Close
This works well if delivered in language straight out of Parenting with Love and Logic. The seller (who was self-representing here) was going on and on about the work they did and "just didn't want to surprise the buyers", and inside, I was both stewing and calculating how on earth I could show yet another two dozen properties to buyers I thought I had wrapped up. But the reality was that this property had come down $40K in selling price, the majority of the issues would need to be put on a seller's property disclosure, and the seller needed the deal worse than the buyer. So all I said was "uh huh... uh huh... yeah, bummer I guess. Well, we'll just find something different." Five hours later, the symptoms of seller's remorse disappeared. They're doing everything.
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