this is also referred to as the gauge

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Scale close close. You take the prospect’s temperature by simply asking them point-blank how interested they are in your product. (ex: “on a scale of one to 10, with one being ‘let’s end this conversation now’ and 10 being ‘let’s get this solution implemented on monday,’ how likely are you to move forward with purchasing?”) the scale close does two things: it lets you know if you’ve been effectively communicating the value of your product and also gives you an opportunity to address any objections they might not have shared with you.

“i would say that curiosity is key. You need to always be asking questions,” said francois carle, a strategic account executive at schneider electric who has worked in sales for more than 20 years. “you need to be curious about what they’re trying to achieve and drill down into what their challenges are. The risk of a conversation going nowhere is strong if you aren’t listening.”


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scarcity close
also known as the now-or-never close, the scarcity sales close leverages good old-fashioned fomo (fear of missing out) to get a prospect to buy. You sweeten the deal with a discount or an added benefit to the prospect, but only if they act now and make a purchase. This mainly works when the prospect is sincerely interested in buying, but needs a small nudge to get to yes.

Takeaway close
this technique capitalizes on people’s desire for things that they can’t have, also known as reverse psychology. Note that your solution “might not be a good fit” for them or that their company “may not qualify for your solution like other companies have.” the takeaway close is effective because you’re doing the opposite of what a salesperson typically does, which is sell, so the prospect doesn’t expect it. Similar to the scarcity close, this tactic only works if the prospect has already established interest in your product but hasn’t pulled the trigger on buying.