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The Thermometer Close
Written by: Andrew WallArticle Overview: While it’s important not to rush the Fulfillment Step, it’s important to finish as quickly as possible and still get the sale. The sooner you successfully seal off this compartment [of the Sandler submarine], the sooner you’ve got the sale. However, it’s not always easy to know when to conclude your presentation.
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The Thermometer Close
While it’s important not to rush the Fulfillment Step, it’s important to finish as quickly as possible and still get the sale. The sooner you successfully seal off this compartment [of the Sandler submarine], the sooner you’ve got the sale. However, it’s not always easy to know when to conclude your presentation.
Let’s assume you have five pains to solve during your presentation. You begin with the most troublesome pain first, and explain how your product or service can alleviate the problem. After you establish that your prospective customer is one hundred percent comfortable with your solution to that pain, repeat that activity for the next two pains. Then you can move to the Thermometer Close, a technique that helps you measure the degree to which your prospect has been sold. Here’s how it works:
"John, we’ve covered a lot of ground so far, and there’s still more to show you, but on a scale of zero to ten, zero meaning you have no interest in my service and ten meaning you have already decided to buy my service, where are you?"
If he says he’s a ten, there is no need to finish your presentation. Pains four and five are irrelevant. The deal is done!
If the prospect is less than a six, you’ve got a problem. In our present scenario, John already has said yes to you three times. He’s agreed with you one hundred percent three times. So why is he less than a six? Did you push too fast? Did you assume he was one hundred percent when he wasn’t? To find out what went wrong, ask him!
"John, based on what you’ve told me so far, I don’t understand why you say you’re a four. Can you help me understand that?"
Whatever John says will reveal deeper pain, new pain, or a pain that your Fulfillment Step hasn’t alleviated. Be patient. Listen. And begin the process again.
Most of the time, at this stage of Fulfillment, your prospect will be higher than six. In that event, you say:
"John, what do you need to see to get to ten?"
And then, whatever he has to see is what you show him, nothing more and nothing less. After you’ve shown him what he’s asked for, check his temperature again:
"John, on that zero to ten scale, where are you now?"
You can bet he’ll be moving upward, and eventually he’ll arrive at ten. Now, this is important: When your prospect arrives at ten, don’t use a worn-out, traditional close like, "Want me to write this up?" Instead, simply ask this question: "What would you like me to do now?"
See what you just did? You placed the pressure where it belongs—on the prospect. Let the prospect tell you what to do. Let the prospect close the sale. That way… the prospect can never accuse you of forcing the sale.
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Article Tags: fulfillment, new pain, prospective customer, submarine, thermometer, three times
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About the Author: Andrew Wall RSS for Andrew's articles - Visit Andrew's website  Click here to visit Andrew's website   Dont go through the motions Cutting Through Stalls and Objections I Dare You Forming a Successful Sales Team Managing Conflict on Your Team |
Related Forum Posts
Facebook and Beacon - What Do You Think
- This landed in my inbox. Any thoughts???? Personally, I think they really overstepped the bounds of maintaining personal privacy with this one.
Facebook Signals Changes With Beacon
David A. Utter | Staff Writer
The ringing outcry against Facebook Beacon, which posted people's
online purchases to their friends' News Feeds, led to Facebook
altering the program.
Facebook founder Mark Zuckerberg's aggressive move into referral
advertising through the Beacon technology ran into a brick wall of
user discontent. After days of complaints that spread throughout
the media world, Facebook has changed their Beacon policies.
"Users now have more control over the stories that get published
to their Mini-Feed and potentially to their friends' News Feeds,"
the company said. Other details of the changes have been published
in the Beacon FAQ available to Facebook members:
"If you are logged in to Facebook and visit a Beacon Affiliate,
an action you take (like writing a review or purchasing an item),
may trigger that website to want to publish a story to Facebook.
Before that happens, a notification will display in the lower right
corner of your screen. If you click "No Thanks"...no stories or
information will be published anywhere on Facebook. If you click
"Close" or ignore the story, the story will be sent to Facebook,
but not yet published."
The previous version of Beacon would go ahead and publish details
of a purchase or other conversion activity on a participating
website directly to the Facebook user's Mini-Feed, which would
then appear on the News Feeds of friends tracking that Mini-Feed.
Some people complained that the notification appearing on a
Beacon partner site of the pending publication did not appear.
Facebook said people were leaving pages before the notification
dialogue could be fully displayed, and they have changed the
process to confirm the full notification has been shown to the
person.
Chris
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