Ryan Dohrn shares a closing technique where you ask prospects to rate their interest 1 to 10, then ask what would move them higher. If they say 6, you ask what gets them to 7. It surfaces objections and keeps the conversation going instead of ending at no.
Questions this video answers
Ryan recommends his '1 to 10' close: at the end of the call ask the prospect to rate their interest from 1 (not interested) to 10 (ready to buy). Based on the rating, ask what could be said or done to move them higher (e.g., from a 5 to a 7). This keeps the conversation going and uncovers what's stopping a perfect score.
Chapters
Hey friends, Ryan Dohrn here, your global sales coach, answering your listener questions sent in to ryan@ryandohrn.com. Love to get your questions, so send them in. All right, first question comes from Brian in Johnstown, Altoona, and Brian's question is this: Hey Ryan, I'm looking for some new closing techniques. It seems that what I'm doing is no longer working. Any advice is appreciated. Hey, good question, Brian. I'm one of those people, I always feel like if you're not growing, you're potentially dying. And we're just selling in a different environment right now. So one of the things that I like to do is what I call a 1 to 10 close. So I get to the end of the sales call and whatever it is that I'm selling, I'll simply say something like this. Say I'm meeting with Bonnie. I'll say, hey Bonnie, thanks for the time today. On a scale of 1 to 10, like 1 meaning you're really not that interested and 10, you're ready to write me a check right here, right now, where are you at? Now, Brian and everybody, it's pretty common for somebody to say 5. I'm a 5. And then I'll say, well, what could I do? What could I say? What could I answer that would maybe get you to more like, say, a 7? Now, what if they say, I'm a 3? Well, what could I do? What could I say? What could I answer for you that might get you to more like a 5 or maybe even a 6? So, I call it my 1 to 10 closing technique, Brian. And it tends to work for me very, very well to just keep that conversation going and kind of helps you dig in a little bit deeper. on what really is stopping them from being a 10. Because after all, we want them just to give us their, their money, right? We want to get a 10 out of them. So Brian from Altoona, I hope that's helpful to you. Hey friends, if sales was easy, everybody'd be doing it. It doesn't matter what you're selling— media, whether you're selling watermelons, or you're selling software. I mean, it's not easy. If it was easy, everybody'd be doing it. We're the chosen few. And friends, we found careers that'll feed our families for a lifetime. If you want me to come speak at one of your sales conferences or something like that, hey, reach out to me. over at ryandohrn.com. All right, friends, we'll see you next week.
