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 a traditional closing question and a test closing question?

How can the phrase 'In your opinion, do you feel?' be beneficial in a sales conversation?

What feedback can a salesperson gain from using a test close?

Why is it important to avoid giving a definitive yes or no in sales?

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