Amazines Free Article Archive - Monday, December 09, 2019
Read about the most recent changes and happenings at
Log into your account or register as a new author. Start submitting your articles right now!
Search our database for articles.
Subscribe to receive articles emailed straight to your email account. You may choose multiple categories.
View our newest articles submitted by our authors.
View our most top rated articles rated by our visitors.
* Please note that this is NOT the ARTICLE manager
Add a new EZINE, or manage your EZINE submission.
Add fresh, free web content to your site such as newest articles, web tools, and quotes with a single piece of code!
Home What's New? Submit/Manage Articles Latest Posts Top Rated Article Search
Subscriptions Manage Ezines
 Article Archive
 Advertising (133321)
 Advice (160961)
 Affiliate Programs (34735)
 Art and Culture (73689)
 Automotive (145679)
 Blogs (75057)
 Boating (9840)
 Books (17218)
 Buddhism (4125)
 Business (1328592)
 Business News (426310)
 Business Opportunities (366264)
 Camping (10962)
 Career (72734)
 Christianity (15844)
 Collecting (11637)
 Communication (115054)
 Computers (241957)
 Construction (38997)
 Consumer (49681)
 Cooking (17061)
 Copywriting (6567)
 Crafts (18204)
 Cuisine (7538)
 Current Affairs (20388)
 Dating (45780)
 EBooks (19687)
 E-Commerce (48204)
 Education (185249)
 Electronics (83498)
 Email (6392)
 Entertainment (159832)
 Environment (28937)
 Ezine (3039)
 Ezine Publishing (5446)
 Ezine Sites (1550)
 Family & Parenting (110900)
 Fashion & Cosmetics (196390)
 Female Entrepreneurs (11842)
 Feng Shui (130)
 Finance & Investment (310274)
 Fitness (106136)
 Food & Beverages (62868)
 Free Web Resources (7938)
 Gambling (30225)
 Gardening (25108)
 Government (10513)
 Health (629551)
 Hinduism (2205)
 Hobbies (44043)
 Home Business (91557)
 Home Improvement (251358)
 Home Repair (46135)
 Humor (4823)
 Import - Export (5453)
 Insurance (45130)
 Interior Design (29551)
 International Property (3485)
 Internet (190990)
 Internet Marketing (146336)
 Investment (22825)
 Islam (1167)
 Judaism (1356)
 Law (80489)
 Link Popularity (4591)
 Manufacturing (20842)
 Marketing (98777)
 MLM (14136)
 Motivation (18213)
 Music (27005)
 New to the Internet (9479)
 Non-Profit Organizations (4048)
 Online Shopping (129617)
 Organizing (7803)
 Party Ideas (11856)
 Pets (38079)
 Poetry (2234)
 Press Release (12674)
 Public Speaking (5618)
 Publishing (7523)
 Quotes (2407)
 Real Estate (126625)
 Recreation & Leisure (95278)
 Relationships (87563)
 Research (16158)
 Sales (80322)
 Science & Technology (110221)
 Search Engines (23453)
 Self Improvement (153102)
 Seniors (6232)
 Sexuality (35942)
 Small Business (49286)
 Software (82995)
 Spiritual (23465)
 Sports (116081)
 Tax (7658)
 Telecommuting (34067)
 Travel & Tourism (307414)
 UK Property Investment (3121)
 Video Games (13428)
 Web Traffic (11727)
 Website Design (56829)
 Website Promotion (36569)
 World News (1000+)
 Writing (35770)
Author Spotlight

I have been involved in nutrition and weight management for over 12 years and I like to share my kn...more

Im just a man who likes to be happy and see others happy. Im into home business, sports, family, and...more

Shovon Joarder has been working as Freelance Marketing Project Manager for over four years. He also ...more

Oleg has been providing SEO, Copywriting and Content Management services for 10+ years. For the last...more

Former English Teacher; Musician (20+ years); Freelance Writer ...more

Temperature Testing using Closed Questions by Peter Collins

Temperature Testing using Closed Questions by
Article Posted: 12/08/2015
Article Views: 754
Articles Written: 97
Word Count: 941
Article Votes: 571
AddThis Social Bookmark Button

Temperature Testing using Closed Questions

Once the salesperson has resolved it’s a practical time to close the sale, and has determined to apply a Closed Question, it will serve one of two purposes – to either Close the Sale or to Temperature Test the position of the prospect. Whichever of these the salesperson chooses, it should work as a Win/Win scenario where neither the seller nor the prospect end up worse off.

Here is all you need to do:

• “If I can arrange for delivery by Wednesday, can we finalise the paperwork today?”

• “If I can arrange for the same model in black, can we arrange for the deposit to be paid today?”

• “As I see it, if that unit was available in a burnt silver, you would give me an order today?”

These closes may not seem “pretty” to the flamboyant seller, but they work.

Uncertainty Can Work in your Favour

When we are uncertain about something, we tend turn to other people for advice, and we generally also assume they know what they are doing. We do exactly the same with the things we believe in. The reality is, the more other people believe something, the more likely we will be to accept that to be true.

When confronted with a situation such as this, there is an easy way to capitalise on what they believe without compromising integrity.

• “If you were to believe others, everyone is saying that it’s the best thing to invest in.”

• “Your family all like the colour of the new extension.”

• “I know it’s priced lower than all the others, but in a recent survey, 8 out of 10 intuitionalists agreed that this newest product could have some unpleasant drawbacks. Are you willing to take a chance that it’s the safest available to you?”

Uninformed Pre-judging and Misinformation

Here the prospect may have pre-judged a product or service type, or simply had been misinformed by some well meaning, but ignorant person (believe you me, these well meaning, but ignorant people do exist and are generally close to the person that has taken their advice on board), and at the very least, become confused about the facts whenever confronted by a salesperson (no matter how gently).

These prospects generally have made decisions based on here say, which implies they haven’t taken the trouble to consider the facts before condemning the product or service to an unfounded evaluation or judgment of some kind.

The salesperson should be aware that this type of unfounded evaluation can be revealed and explored for weaknesses with the most basic of probing techniques.

For example, if a prospect says "that wouldn't work", then how hard would this statement be to probe to a conclusion that is beneficial for the prospect and seller alike. To further discover both how judgmental they are and how they may be evaluating the situation, you could use some carefully chosen Evaluation Questions.

Here are some examples:

• “How really good would you say it is?”

• “How do you know that it’s worthless?”

• “What do you see are the pros and cons about this situation?”

Also see Closing Open Questions with Added Tags. In that sector a similar scenario is handled effectively, and once the truth is put on the table, the prospect begins to ask Closing Questions.

Sometimes Prospects Won’t do Anything on the day – despite it Costing Them Dearly

I have often read that most prospects are inherently lazy and are often quite comfortable doing whatever they are currently doing, or have been doing in a certain way for quite some time. There will be the times when your products or service could necessitate that your prospect needs to make some sort of effort to adapt to the change or may need to adapt a new way of doing things.

Many will recognize that they may be better off with your product, but the trouble and expense that they may need to go to installing it, may at the time seem hardly worth the effort – even though the product and installation costs could be far greater even a year or two from now.

They seem so short sighted that they see no immediate need or any urgency to cease what they are doing and start doing something else far more beneficial and cost effective if only they signed your order. Whenever you seem to be facing situations similar to these, don’t give up.

Go away, repackage your proposal, arrange for a few of your clients to help you with phone referrals and go back and give things another try. The worse that can do is say no.


This Article is by Peter Collins - In a sales career spanning more than 50 years, Peter Collins has focused on helping and bringing out the best in others - whether it involves training or mentoring salespeople, managers, business consulting to SME’s. Since the 1970’s Peter has built a reputation as a Nationally and Internationally Published author, and has 65 books to his credit, but he is mainly known for one book based on the Audio Tape series of the same name, Over 50 Ways of Closing the Sale. In his personal life, Peter has been sought after as an encourager and motivator that has given of his time and talents freely despite his busy schedule. Subsequently, he has assisted churches, pastors, community and charity groups, as well as individuals through his teaching, training, development and on-going mentoring. © Copyright Peter Collins, Profit Maker Sales, Sydney, Australia, 2015, all rights reserved. Peter can be contacted through his website – - Submit your articles to AMAZINES.COM

Related Articles - Peter Collins, profitmakersales, sales, selling, marketing, professional selling, temperature testing, temperature, testing, closed questions, questio,

Email this Article to a Friend!

Receive Articles like this one direct to your email box!
Subscribe for free today!

 Rate This Article  
Completely useless, should be removed from directory.
Minimal useful information.
Decent and informative.
Great article, very informative and helpful.
A 'Must Read'.


Do you Agree or Disagree? Have a Comment? POST IT!

 Reader Opinions 
Submit your comments and they will be posted here.
Make this comment or to the Author only:
*Your email will NOT be posted. This is for administrative purposes only.
Comments: *Your Comments WILL be posted to the AUTHOR ONLY if you select PRIVATE and to this PUBLIC PAGE if you select PUBLIC, so write accordingly.
Please enter the code in the image:

 Author Login 
Register for Author Account


Advertiser Login


   Limited Time $60 Offer!
   90  Days-1.5 Million Views  


Great Paranormal Romance


Steve Bye is currently a fiction writer, who published his first novel, ‘Looking Forward Through The...more

At LeadGenerators, we specialise in content-led Online Marketing Strategies for our clients in the t...more

Author of four books and two screenplays; frequent magazine contributor. I have four other books "in...more

Stevert Mckenzie, Travel Enthusiast. ...more

I am not a writer nor am I trying to become a writer. I am an average person with average intelligen...more

Rev Bresciani is the author of two Christian books. One book is an important and concisely written b...more

Susan Friesen, founder of the award-winning web development and digital marketing firm eVision Media...more

Kiranpreet (Kiran) Kaur, D.D.S., who received her Doctor of Dental Surgery degree from the prestigio...more

Steve Burgess is a freelance technology writer, a practicing computer forensics specialist as the pr...more

Joanna Morgan has a huge passion for making money online from home and enjoys traveling around the w...more

HomeLinksAbout UsContact UsTerms of UsePrivacy PolicyFAQResources
Copyright © 2019, All rights reserved.
Some pages may contain portions of text relating to certain topics obtained from under the GNU FDL license