Sales Close For Hesitant Buyers

Summary

• When assessing interest in a program, use a scale of 1 to 10 to gauge where a person stands, with 10 meaning moving forward and 1 meaning no interest at all.
• If the response is around a 6, ask why it's not a 1. Let them explain what they like about the program.
• Once you understand their reasons for liking the program, ask what it would take to reach a 10.
• Often, people may not have an answer, revealing it's not about the program itself but rather fear of potential outcomes.
• If they do mention something that could make them rate it a 10, it might just be a feature or detail they were unaware of.
• Clarify any misunderstandings and check if this new information brings them closer to a 10.
• The key is listening to their concerns and addressing them to ease any fears they might have.

Video

How To Take Action

I would suggest using a scale of 1 to 10 when talking to people about your program, product, or idea. This is a simple way to know where they stand. If they rate their interest a 6, ask why it’s not a 1. This helps them tell you what they like about what you're offering.

A good way of deepening the conversation further is to ask what it would take for them to rate it a 10. Often, they won't have a clear answer. That’s okay, because it might mean they have fears about the decision. When fear seems to be the issue, try asking what they’re worried about actually happening. This can help get to the real concern behind their hesitation.

Sometimes, they might ask for a feature or detail they didn’t know about, thinking that's what will push them to a 10. In this case, you should clarify any misunderstandings they have. Check with them if the new information about your program changes how they feel.

The goal is to carefully listen to their concerns and address them directly. This reassurance can help them feel more confident in moving forward. By focusing on their needs and fears, you make it easier for them to see the value in choosing you. This approach doesn't cost money, just your time and genuine attention.

Full Transcript

close on a scale from 1 to 10 10 being we're moving forward one being you hate me and you never want to talk to me again where are we at right now with this program so let's say they say six and you're like all right why not a one and then they tell you all the reasons that this is good and you're like got it so then what would it take to get to attend a lot of times they don't have anything they're like uh it's like all right well it sounds like it's not about the program so what are you afraid of having happen and so then that gets you a side step so you can go straight to the issue and obviously if they do give you something that gets you to 10 most times it's like oh I just didn't tell you that we have that my bad that's on so we feeling tennish now great let's go