Nate Tilley shows a sales tactic for hesitant prospects: ask them to rate their interest on a 1-10 scale, then ask what would move them higher. It cuts through price objections and forces a real answer about what they actually need.
For you. What part is it that you need to think about? Oh, it's mainly the price. Awesome. What part of the price is it that you're trying to wrap your head around? And then if they're being a little bit cut off and they're not really giving you much? Look, I get it, but just to shoot me straight, like, on a scale of 1 to 10, where are we sitting in terms of 1 is you wouldn't go ahead even if they gave it to you for free. And 10, you're ready to roll tomorrow. Where are you sitting at right now? I don't know. Well, sure. Is it like, a 6? Are you at a 4? Are we at a 10? Like, are we good to wrap this up? Just need to kind of tie up the loose ends. Oh, look, I'm probably at a 6. Awesome. What do I need to do to get you to a. That is, like, the best pulse read ever on a call in a sales cycle. Find out where you are.
