Test closing is asking specific questions. When answered, they ilustrate that the prospect has reached a high level of interest, and that they're happy, excited, and prepared to go further. When asking a test question, what you are looking for is an answer that provides positive stimuli. Here are three examples of test closes:

1. The alternate advance test close. "Mr. Gill, which delivery date would be best for you, the first or the fifteenth?" When he responds, "I would need to have it in my store by the first," what has taken place? He has practically bought your product. Continue with your closing sequence and you have a sale.

2. The erroneous test close. I listen closely, during my entire presentation, for anything said to be utilized as an erroneous conclusion test close. Example. You're on a conference call with a husband and wife, selling lets say, stationary. During the conversation, the wife reminds her husband, "ABC needs to be completed by the eigth. If we find what we want today, we ought to get it before then."

There are alot of salespeople who would ignore that remark, or think of it as an interruption. I hear it and remembers it. Later, I would address the wife, " I can hear your excitement for this design. Now, ABC needs to be completed by the tenth, does it?" She will correct you, "No, on the eigth."

"So, about December fifth or sixth would be the best delivery date?" "YES." "Let me make a note in that regard." Write in the order form. I would use the erroneous conclusion test close on color, size - whatever, anything. She might very well say..... " Well, with the pastel coloring of our logo, I think the XYZ would look the best." Later, I would use that. " Let us see here. You liked the ABC to match the pastel logo." When she says , " No, I liked XYZ," my response would be, " Let me just make a note of your preference." Filling in the information on the order sheet. If you make a mistake and they correct you, write it down and they own it, It is alot of fun - and it is very simple. Be careful though, using it more than once or twice and they'll think you're not paying any attention to them.

3. The Porcupine test close. If the prospect asks, " Does this Web site design include an SEO package?" My answer would be: "Do you want your Web site deign to include SEO?" When they say yes, they have bought it!

Really does not matter what your selling online or direct. Automobile sales. A gentleman walks through your lot looking at colors. He stops and says, " The Quad Cab 4x2 I am interested in, is it available in the shade?" This happens everyday, thousands of times a day. The average salesman at the car lot would say, " If we do not have it in Sierra Brown, I will certainly call around and get you one right away." And what has he accomplished? Exactly, nothing.

But my answer, " John, do you want it in Sierra Brown?" What is he going to say? John has already informed you that he is interested in the Quad Cab 4x2, and he likes Sierra Brown. When he says yes, go get him the keys!

This hub is the first in a series of "Closing The Sale." New hubs in this series will be published in the near future. Please check back periodically, or for more convenience, become a fan and you will be notified upon publication.