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.

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