TEST CLOSING DURING A PRESENTATION OR FORMAL CLOSE
Test Closing does not ask for a decision, but simply asks for an opinion. If you ask for a decision, you are simply asking for a YES or NO, a disguised way of asking if your customer is NOW ready to buy or not. But if an opinion is sought, the seller is only testing the temperature.
“Would you like it in Red or would you prefer it in Blue?” is a close – you have asked for a decision. Whereas, “In your opinion, if you were to go ahead, would you like it in Blue?” is only a Test Close. The two are distinctly different, but to the uninitiated, the difference may not be immediately apparent.
Here now are some examples of Test Closing:
• “Let’s assume you could afford this car. You’d want it with a sun roof, wouldn’t you?”
• “If you could see your way clear to buying this block of land, you’d want the one at the top of the hill, would that be the case?”
• “If you were in a position to buy this computer, you would be buying it with a larger memory, is that right?”
• “Say if you could afford this house, you’d like to keep the carpets and drapes, wouldn’t you?”
If your prospect answers with YES, then follow through with a close. If the prospect gives you a NO, simply keep using Test Closes, or present more benefits until the opportunity to Test Close again presents itself. In fact, you could handle the situation this way:
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This Article is by Peter Collins – In a sales career spanning more than 53 years, Peter Collins has focused on helping and bringing out the best in others – whether it involves training or mentoring salespeople, managers, business consulting to SME’s. Since the 1970’s Peter has built a reputation as a Nationally and Internationally Published author, and has 68 business books to his credit, but he is mainly known for one book based on the Audio Tape series of the same name, Over 50 Ways of Closing the Sale. Peter had his first book published in 1969 and now has over 133 books in all, including Business, Marketing, Sales, Free Publicity, Body Language, Music and over 30 Christian books to date. Peters books have sold over 2.5 Million copies over 48 years. In his personal life, Peter has been sought after as an encourager and motivator that has given of his time and talents freely despite his busy schedule. Subsequently, he has assisted churches, pastors, community and charity groups, as well as individuals through his teaching, training, development and on-going mentoring.
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