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Closing Sales With the Thermometer Test
This simple technique helps you measure the degree to which your prospect has been sold — up to this point in your presentation. Here’s how it works:
Teresa, we’ve covered a lot of ground so far, and there’s still more to show you. But on a zero-to-ten scale, zero means you have no interest in our Marketing solution, and ten means you have already decided to invest, where are you?
If she says 10, game over. Sign the paperwork and get out of there!
If she’s less than a six, you’ve got a problem. She’s agreed with all of your qualifying and review this far and she’s less than a six?
Teresa, based on what you’ve told me so far, I don’t understand that.
Whatever Teresa says will reveal deeper pain, new pain, or pain that your earlier step hasn’t alleviated. Be patient. Listen. And begin the process again.
Most of the time at this stage of the presentation, the prospect will be higher than six. In that event you say:
Teresa, what do you need to see [hear, understand] to get to ten?
And then, whatever she has to see is what you show her. No more and no less. After you’ve shown her what she’s asked for, take her temperature again.
When your prospect arrives at ten, simply ask for the signed order or credit card number.
The thermometer test takes the guesswork out of knowing how ready your prospect is to close.
