One way to determine your prospect's confidence level is to use the 1-10 Closing technique. By asking a series of questions about your prospect’s willingness to buy, you'll be able to get them to share where they stand on doing business with you.
Here are five reasons the 1-10 Closing Technique can help improve the sales experience between you and your prospect:
1) Get the prospect to tell you why they want to buy
You managed to get your prospect to purchase from you and that’s always a good thing, but knowing why is just as important.
- Was it the product?
- The rapport you've built up?
- Did it have something to do with the sales experience?
Understanding your prospects reasons will help you improve their experience as well as keep a mental note on what could work well in the future.
2) Find ways to improve their experience
Let’s say your prospect gives a rating of 8. That isn’t bad by any means, but it could be better. By asking what could bump it up to a 9 or a 10, you're able to find out how to elevate their buying experience. It demonstrates that you care about your prospects experience with your organization, beyond just making the sale.
3) Learn about their concerns
The same thing could be said with the negatives. Let’s go with the 8 rating again. The mere fact that the score isn’t perfect means that the prospect might have reservations about moving forward with the sale.
Ask questions that allow you to uncover these reservations. Discover what worries them about the sale and inquire into how both parties would be able to come up with a solution to address their concerns.
4) Should you go back and explore your prospects needs?
Should the prospect give a rating of 6 or lower, you already know that their willingness to buy is low. Instead of moving on with the sale, take a step back to find out if you missed something that your prospect may have told you but you failed to address.
Make sure that you and your buyer's goals are aligned and that there is no confusion between the the buyer and seller.
5) Help buyers weigh the risks and benefits
Ultimately, it's all about finding a solution for the buyer. Asking them to list the advantages and disadvantages of doing business with you will allow them see if the benefits outweigh the risks (or vise versa). This will limit any regrets they might have after the sale, and go a long way towards starting the relationship on the right foot.
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