Mastering the Art of Test Closing in Sales

The video discusses the concept of 'test closing' in sales, inspired by the movie Glengarry Glen Ross. Unlike traditional closing, which seeks a definitive yes or no, test closing involves asking questions that gauge a customer's readiness to buy without forcing a decision. By asking questions like 'In your opinion, do you feel...?' salespeople can gather feedback and adjust their approach accordingly. This method allows for a smoother sales process, providing insights into customer needs and readiness. The video emphasizes the importance of always being in a state of test closing rather than pushing for a final decision prematurely.

What is the main difference between 'always be closing' and 'test closing'?

• Always be closing encourages open-ended questions.

• Test closing involves asking for a definitive yes or no.

• Test closing focuses on understanding customer needs.

• Always be closing is about gathering feedback.

Which phrase should you add to your question to perform a test close?

• In your opinion, do you feel?

• Are you ready to commit?

• Would you like to proceed?

• Do you want to buy?

What is the purpose of a test close in sales?

• To finalize the sale immediately.

• To avoid any further questions.

• To gather feedback on customer readiness.

• To offer discounts to the customer.

How does test closing help in the sales process?

• It allows for continued engagement if needed.

• It eliminates the need for further communication.

• It guarantees a sale every time.

• It forces the customer to make a decision.

What should a salesperson do if they receive negative feedback during a test close?

• Ignore the feedback and proceed to close.

• Continue with the sales process.

• Offer a discount to change the customer's mind.

• End the sales process immediately.