What if they say 5 or lower?

The scale is still useful: you know there's a big gap. Still ask «what would it take to get you to a 10?» and listen. You might get a big objection (price, timing, authority) to work on in another conversation, or discover they're not a fit. Don't force a «we can take care of that» if what they need is out of your reach.

Doesn't it feel like an interrogation?

If you ask it as one clear question with a defined scale, it usually feels more like a check-in than an interrogation. «Where do you see yourself from 1 to 10?» is direct but not aggressive. Tone matters: curiosity, not pressure.

Can I use a different scale (1–5, 0–10)?

Yes. What matters is that the ends are very clear (e.g. 1 = not interested, 10 = ready to start right now) and that the follow-up is always «what would it take to get you to the top?» The 1–10 scale is easy to grasp; if you use another, define clearly what each end means.

1 to 10

10 March 2026

The «1 to 10» close gets the client to place themselves on a scale of interest or readiness. That way you avoid the vague «yes, I'm interested» and find out if they're at a 10 —ready to move— or lower, and if so what's holding them back. It's simple, quick, and gives you a concrete objection to address before asking for the close again.

The script

«On a scale of 1 to 10, where 1 means you're not interested at all and 10 means you're ready to start right now, where do you see yourself?»

If they say 10

Close. «Great, so let's move on to the next steps…» Don't overthink it.

If they say 9 or less

Ask: «What would it take to get you to a 10?» Listen to the objection. If you can resolve or mitigate it: «No big deal. I think we can take care of that for you. Feeling 10ish now?» Then ask for the close again.

Why it works

The scale makes their position explicit: no more «maybe» or «I'm interested», just a number. If it's 10, you have permission to close. If it's lower, «what would it take to get you to a 10?» surfaces the real objection instead of leaving it unsaid. And «no big deal, we can take care of that» reinforces that many barriers are manageable —without downplaying, as long as you can actually address it.

How to use it well

Use it toward the end of the demo or when you sense interest but no movement. Define the ends clearly (1 = not interested at all, 10 = ready to start right now) so the scale is unambiguous. If they say 7 or 8, don't push with «why not a 10?»; ask what would get them to 10 and work on that. Only say «we can take care of that» if it's true; if not, acknowledge the objection and propose the steps you can take.

Next steps

If you want to work on this and other closes with your sales team, we can review your process in a no-obligation call. At Miranda's Consulting we support teams in the demo and closing phase.

Frequently asked questions

What if they say 5 or lower?: The scale is still useful: you know there's a big gap. Still ask «what would it take to get you to a 10?» and listen. You might get a big objection (price, timing, authority) to work on in another conversation, or discover they're not a fit. Don't force a «we can take care of that» if what they need is out of your reach.
Doesn't it feel like an interrogation?: If you ask it as one clear question with a defined scale, it usually feels more like a check-in than an interrogation. «Where do you see yourself from 1 to 10?» is direct but not aggressive. Tone matters: curiosity, not pressure.
Can I use a different scale (1–5, 0–10)?: Yes. What matters is that the ends are very clear (e.g. 1 = not interested, 10 = ready to start right now) and that the follow-up is always «what would it take to get you to the top?» The 1–10 scale is easy to grasp; if you use another, define clearly what each end means.