Recently in class we have learned “When under attack, learn to fall back.” Falling back, or stepping away from a sales conversation, can be an important technique for salespeople to use. While it may seem counterintuitive to disengage from a conversation when the goal is to make a sale, there are several reasons why falling back can be effective.

Falling back can help to build rapport with the customer. Sales conversations can often feel high-pressure, and customers may feel like they are being pushed into a decision. By stepping back and giving the customer some space, salespeople can demonstrate that they respect the customer’s autonomy and decision-making process. It can help to build trust with the customer. Customers are more likely to trust salespeople who are honest and transparent about their intentions. By acknowledging that the sale may not be the right fit for the customer at this time, salespeople can demonstrate that they are not solely focused on making a sale but are genuinely interested in finding the best solution for the customer.

Falling back can help to create a sense of urgency and scarcity around the product or service being sold. If the customer perceives that the sale may not be available in the future, they may be more motivated to make a decision sooner rather than later. This can lead to salespeople maintaining control of the conversation. If the customer is not receptive to the sales pitch or is pushing back on certain aspects of the product or service, falling back can help salespeople to regroup and come up with a new approach.

In conclusion, falling back can be an effective technique for salespeople to use in certain situations. By building rapport, building trust, creating a sense of urgency, and maintaining control of the conversation, salespeople can ultimately increase their chances of making a sale.