Doesn't it sound like I'm dodging the question?

Only if you don't offer a clear next step. If after «we need to look under the hood» you propose a discovery call, workshop or concrete diagnosis, you're being honest about the process. If you only say «I can't tell you yet» and don't point to how they will get that answer, then it can sound evasive. The close goes hand in hand with a proposed next step.

What if they insist they want an answer now?

You can give a range or a generic frame («it usually depends on X and Y; we'll nail it down on the next call») and re-anchor: «to give you the number or the plan you need, we have to look under the hood». If they keep insisting without wanting to share information, consider whether they're a fit for a consultative process; sometimes the objection is a sign they want something more transactional.

Does it work in sales where the product is standard?

Yes, with nuance. Even with a standard product, «how we help you specifically» (implementation, priority, fit with your case) usually needs context. The mechanic analogy still applies: «what's wrong with the car» is «how this fits you». If your offer is 100% self-serve and there's no diagnosis, the close may not fit; use it when there's a discovery or customisation phase.

Mechanic

10 March 2026

The «mechanic» close is for when the client asks for a concrete answer too early —«what will you do for me exactly?», «how much will you save me?», «how will you help?»— before you've explored their situation. Instead of giving a generic answer or promising an outcome you can't guarantee without information, you use the mechanic analogy: the person booking the appointment can't tell you what's wrong with your car until a specialist looks under the hood. That way you legitimise not giving a specific answer yet and turn «we need to know you better» into a sign of rigour, not evasion. And you warn: if someone gives you an answer without that information, be wary.

The script

«That's a great question. For me to answer it, I'd need to know more about your business and know more about how we're going to specifically help you. It would be kinda like asking the person scheduling you at a mechanic shop to tell you what's wrong with your car before bringing it in. The only way we'd be able to answer that specifically is after our specialists look under the hood.»

«And to be clear, if someone gives you an answer to that question without information, run the other way, because there's no way they could know that before they get to know you and your business better.»

Why it works

It reframes the objection («why won't you tell me what you'll do?») as a process point: it's not that you won't answer, it's that a serious answer requires diagnosis. The mechanic analogy is easy to get and puts the client in the role of «bringing the car in» —i.e. bringing the information— before getting the diagnosis. The closing line («if someone gives you an answer without information, run the other way») reinforces your credibility: you're saying you won't make it up, and anyone who does isn't trustworthy. So you turn the delay into a sign of professionalism.

How to use it well

Use it when they ask for results, price or concrete steps before you've done enough discovery. Don't use it to hide that you have no answer; use it when you genuinely need more context (their business, their numbers, their goals) to give a useful answer. After the close, propose a clear next step: «that's why the next piece is a call / workshop / diagnosis where we can look under the hood». If you don't offer a clear path to that information, it sounds like an excuse. Adapt «you / your business» to context (B2B: «your company», «your team»).

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

Doesn't it sound like I'm dodging the question?: Only if you don't offer a clear next step. If after «we need to look under the hood» you propose a discovery call, workshop or concrete diagnosis, you're being honest about the process. If you only say «I can't tell you yet» and don't point to how they will get that answer, then it can sound evasive. The close goes hand in hand with a proposed next step.
What if they insist they want an answer now?: You can give a range or a generic frame («it usually depends on X and Y; we'll nail it down on the next call») and re-anchor: «to give you the number or the plan you need, we have to look under the hood». If they keep insisting without wanting to share information, consider whether they're a fit for a consultative process; sometimes the objection is a sign they want something more transactional.
Does it work in sales where the product is standard?: Yes, with nuance. Even with a standard product, «how we help you specifically» (implementation, priority, fit with your case) usually needs context. The mechanic analogy still applies: «what's wrong with the car» is «how this fits you». If your offer is 100% self-serve and there's no diagnosis, the close may not fit; use it when there's a discovery or customisation phase.