One of the most difficult parts about sales is knowing how to close.
After years of sales experience, there is one technique that has deemed itself my favorite.
It’s called the 1 to 10 close.
This closing technique goes like this:
“Now, Mr./Mrs. Prospect, one being completely nonexistent, and ten absolutely, where would you say that you fall on a scale of one to ten in regards to this deal?”
Here’s the best part of using this close: you get to listen to their concerns and address them right then.
Regardless of what they say, the real magic happens next. If they tell you they’re a seven, your next question is this, “Okay. Now, if you don’t mind me asking, why do you say you’re a seven?”
Then they start selling you on why they’re a seven. So whatever number they give you, all you need to do is ask, “Why this number and not (a higher one)?” This opens the door for them to tell you all the reasons why they’re a seven, (or whatever number they give you).
The whole point is to get them to to sell you on why they rate themselves that number when, in actuality, they are probably higher than the number they gave you.
As soon as they’re done explaining why they rank themselves, respond with, “After listening to your reasoning, would you say you still rank yourself a seven? Because to me it sounds more like you’re an eight or a nine. What would you say?”
The beautiful thing about using the scale of one to ten close is not only do they start selling themselves on your offer, but it’s a great opportunity for you to listen to their doubts and questions. It allows you to know what you need to do after that conversation to move this to a nine or a ten so that you can close.
Listening is the most important skill to being a good salesperson. If you don’t listen, then you don’t know how to solve their problem.