A sales technique that asks prospects to rate their interest on a 1-to-10 scale. If they say 5, you ask what would move them to 6 or 7, turning fence-sitters into more decisive buyers.
Now some of you have heard me talk about my favorite soft close, and I call it the 1 to 10 close. So here's how it goes. I would say something like this: Carrie, with all that being said, having a great meeting, on a scale of 1 to 10, where are you at? Meaning 1, you're sort of like, yeah, you know, it's okay, and 10, you're like ready to sign me a check today. Where are you at? And you're looking for them to give you a number. If they say 5, You know that you're kind of on the fence at a, yeah, you know, it's okay. It's not a no, it's not a yes. That's not a good situation to be in. So then you would use that number 5. Great. That tells me you're kind of on the fence, Carrie. Where can I— what could I share with you? What could I do for you? What could I provide you that might get you to be more like a 6 or a 7? Now they might say, hmm, I don't know, when you ask them on a scale of 1 to 10. Then you explain to them what the different numbers mean. So I would say if Carrie said, hmm, I don't know, I'd say, well, a 5 would mean you're kind of 50/50, you're kind of on the fence.
