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Hi this is Amanda Johns Vaden here and for today and the next 2 days, there are three videos total. We’re going to cover my three favorite closes to help you go out and close more business.
So today we are going to cover my number one favorite close which is what we call the 1 to 10 close. It’s a scale of 1 to 10. So this is how you use this close and then we can talk about where you use it. So how do you use this close, it’s probably going to sound something like this…
“Now Mr. Prospect on a scale of 1 to 10, 1 being completely non-existent and 10 being absolutely I’m ready to do this today where would you say that you fall on a scale of 1 to 10?”
Then you pause and you wait for them to give you an answer. Now here is the best part of using this close, regardless of what they say the real magic happens next. So if they tell you they’re a 7 you’re next statement is this…
“Ok then if you don’t mind me asking why do you say you are a 7?”
And here’s what starts to happen they start selling you on why they are a 7. So whatever number they give you all you need to do is ask well why is this number a 7 and not a 5? Why is it a 7 and not a 6? Why is it a 8 and not a 4 and they start to tell you all these reasons of why they’re a 7, an 8 a 9 sometimes they are going to say a 5 maybe sometimes they will say a 4 regardless the whole point of this is to get them to explain to you, get them to sell you on why they actually are probably higher than the number they gave you. And as soon as they are done explaining why they ranked themselves at 7 in this example all you want to do is say well after kind of hearing you would you still say,
“You are still at a 7 cause it sounds to me like you are more like at a 8 or 9 what would you say?”
The beautiful thing about using a scale of 1 to 10 close is not only do they start selling themselves but it’s a really good temperature gauge of what you need to do after that conversation to move this to a 9 or a 10 so that you get the business. So that’s my number 1 favorite close, stay tuned because we’re going to cover the next 2 favorite ones in your next 2 videos.”