I’m no longer a big proponent of so-called sales tricks but if we ever want to get anywhere sometimes we have to dust off the old school playbook. Here’s one that is worth mentioning that most folks called the thermometer close . Since we are getting away from “sales dog, buy today tactics” this one works best when following up if you were not comfortable pinning the prospect down on the first visit.

This is what I would call an upfront closing technique, by using the technique the consultant or trainer is not trying to close the sale out but merely attempting to move the conversation and the opportunity forward.

It goes like so:

Salesperson: Hi (Prospect), this is (Salesperson). How are you today?

Next the stall:

Prospect: Oh Hi (Salesperson) I’m good, unfortunately I didn’t make a decision yet so perhaps if you could leave it till next week that would be great.

Here comes the upfront closing technique, which allows the salesperson to test where the sale is relative to a successful close.

Salesperson: No problem, I will put you down for a call on Tuesday. Obviously (Prospect) I would like it be a yes on Tuesday but if was to ask you say on a scale of one to ten, ten being we definitely will be getting started and one being we definitely won’t, where would you say you are right now?

Depending on the number, the salesperson knows how much convincing is left to do. An Answer of five or less means lots and an answer of six or more means not so much.

Prospect: Oh I say a seven or eight.

This is good, but there are still some issues/objections remaining, next the salesperson needs to find out what these concerns are.

Salesperson: Great, can you tell me what are the concerns that remain or how might I help to get you to ten.

Prospect: Well (Salesperson), really the concern relates to contracts, and while you may be cheaper, our current gym never made us sign a contract  so we feel there is an element of risk involved.

Now the salesperson has found out the remaining concern(s) and has an opportunity to do something about that.

Salesperson: Thanks (Prospect) for your honesty and I appreciate and understand your position, How’s about to help you resolve this concern, I talk to the manager and see if we can come up with a more flexible solution for you.

Prospect: Yeah, for sure that would help.

Salesperson: OK so, Ill speak to them immediately and see what we come up with before the weekend. That should leave you with enough time to consider what’s been said before our call on Tuesday. Does that sound fair (Prospect)

Prospect: Yeah, that sounds good, Ill look forward to speaking to you.

Try the thermometer close for yourself. Remember its most effective in situations where the joining process is stalled or when the prospect is not forthcoming with concerns or issues that they still may have. Sometime we still need the old toolbelt and while we all need new shot in our bag to improve our game Sometimes the old wedge is just right.