When it’s time to close the sale, average salespeoplereallyonly know one or two closing techniques. Sinceyou’ll hear four different objections in a typical closing situation, you’ll have to ask for the business five times. So it’s no coincidence that top producers have mastered 5 or more closing techniques. One of my favorites is called the 1-10 closing technique.
I have 20 different closing techniques that I commonly teach my sales coaching clients, but the 1-10 technique is one I cover with every client that’s having trouble closing at the end of a meeting.
The 1-10 closing technique is a straightforward process of asking your prospect how you’re doing so far – on a scale from 1 to 10. Next, use that answer as a guide for the rest of the closing process.
Using the technique is straightforward – after you’ve finished your pitch, simply ask the prospect how you did. Like this:
Based on the information we discussed today, on a scale from 1 to 10 (1 meaning you’re not interested at all, and 10 meaning this meets all your needs), how close did I come to meeting your expectations?
Here are three reasons this technique is so powerful:
You’re asking for the business. After all, if they say “9” or “10”, stop selling and pull out the contract!
It’s a greatway for you to gauge whether or not you’re in the ball park.
Best of all, you can use their answer to ask more questions and guide the rest of the conversation.
If they answer:
1-6You say: “Wow! It sounds like I was way off base. What were you looking for today that I didn’t bring to the table?” (Start over and listen.)
7-8 You say: “It sounds like we were pretty close – why weren’t you a6?” (Going to a lower number will get them to talk about why they liked you. They could eventalkthemselves into a higher number.)
9-10 You say: “I’m so glad to hear that because I’m really looking forward to working with you.” (Congratulations – start filling out the paperwork!)
Here’s another benefit: most salespeople talk too much. Asking the 1-10 question is an excellent way to force yourself to listen.Your prospect will appreciate your honesty, frankness, and vulnerability. Often, they will give your invaluable information about things you should have done differently in your needs analysisor presentation.
Closing is a series of incremental questions moving you to close the sale. Don’t assume that after a great presentation they’re going to jump across the table to seal the deal. No matter how fantastic the meeting went, you have to ask for the business – sometimes more than five times. Be prepared to answer their questions and then ask for the business again and again.
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The 1-10 closing technique is a straightforward process of asking your prospect how you're doing so far – on a scale from 1 to 10. Next, use that answer as a guide for the rest of the closing process.
The “1 to 10” close is a sales technique that works particularly well with conscientious customers who like to analyze things before deciding. When you want to try and close the sale, ask them how close they are to deciding on a scale from 1 to 10, with 1 being not interested and 10 being ready to buy.
When using the 1 - 1 0 closing technique, what should you do if your prospect gives you number lower than six? Back up to the explore phase of your inbound sales strategy and figure out what you missed.End the meeting as quickly as possible and stop pursuing that lead.
What is a Closing Technique in Sales? A closing technique in sales is a method used to encourage prospects to convert into customers. There's a process to closing deals successfully. You have to pique their interest, butter them up with benefits, and offer an unbeatable deal. But this is easier said than done.
First, Solve a Problem. The simplest way to close a sale is to clearly show the decision-maker how they stand to benefit from your offering. Tell them exactly how you solve their problems and why you do it better than anyone else. You don't need a complicated sales process.
Phrased as a general rule 10 on 1 holds that it is better to make ten observations or points about a single representative issue or example than to make the same basic point about ten related issues or examples.
The 1-2-3 Close works through the principle of triples, a curious pattern where three things given together act as a coherent set of three hammer-blows that give a compelling message.
The “closing” is the last step in buying and financing a home. The "closing,” also called “settlement,” is when you and all the other parties in a mortgage loan transaction sign the necessary documents. After signing these documents, you become responsible for the mortgage loan.
There are many other reasons your sales might not close. It could even be out of your control – you could be marketing to the wrong audience, the economy could be bad, or it could just be an unlucky day. But more often than not, you might be operating in fear instead of action.
The option close is a simple yet effective close. It involves giving the client two options with an ask to buy. Keep in mind that you want to keep this to two… not three… not five… but two options. The reason this is important because the more options you give your clients the more confused they may get.
If you feel that the customer is ready to commit, you can test for agreement on your recommendation by using several different types of closing questions: the trial close, the alternative choice close, or the sharp-angle close.
The Probability Close permits prospects to focus in on their own objections. It allows the true, or hidden, objections to surface. You'll soon realize that the more prospects fight you and the less candid they are about the probability of closing, the less likely they are to buy anything.
The direct close is a straightforward technique where the salesperson simply asks the customer if they're ready to make a purchase. This method is best used when the customer has shown clear signs that they are likely to buy.
Introduction: My name is Chrissy Homenick, I am a tender, funny, determined, tender, glorious, fancy, enthusiastic person who loves writing and wants to share my knowledge and understanding with you.
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