Not all closes need to ask for a hard yes or no. Asking for a firm decision too soon could make the prospect feel uncomfortable or trapped into making a decision right there. A thermometer close, however, is a useful tool for prospects who are hard to read, and can allow you either to close the sale there or continue a discussion. Asking for an immediate decision could cause the prospect to feel “not ok”, which could lose the sale.
The thermometer close asks for neither a yes nor a no, instead asking for a prospect’s opinion on a sliding scale from 1 to 10. If they answer at or above a seven, then it should be an easy sale. If they answer below a seven, however, the conversation is still going on and there is still an opportunity to find what it will take to “make it a 10” or close the sale.
Here are a few ways to help "Make It a 10":
- Review Pains – The prospect may need to be reminded why they need to make a decision.
- Deeper Questioning – Ask further questions to find other pain points that could influence the decision.
- Deal With Money Specifically – Money is commonly an influence in a decision, address it clearly and specifically with the prospect to clear up uncertainty and make the prospect more comfortable.
This technique allows you to continue a discussion and address any uncertainties a prospect may have before requiring them to make a final decision. This technique can be especially useful with silent buyers, the prospects who do not ask many questions and are hard to read, however it can prove useful on most other prospects as well.
The most important aspect of this method is that it does not end the conversation. Always remember that if the discussion is still going on, the sale can still happen.