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Monday, 19 July 2010

The "In Your Opinion" Test Close

Test closes are an important way to test that the client is looking to buy from you without actually trying to close at that time. Here is an example of one you can use. It is called the "In your opinion" test close.

"In your opinion would you say that our (product/service) could make you more money?"

(follow with)

"How much would you expect it might be worth over the next few months with what you've seen so far?"

(At this point you are really wanting them to commit to a figure which is higher than you are charging. If successful follow with...)

"So, you say that it is worth X amount to you over the next few months so it's really a no brainer, it is only going to cost you X and our product/service will have repaid itself over the next few months."

(then go for a close)

Good luck closing some deals!

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