The 1-to-10 Close: How To Close Hesitant Buyers
Alex Hormozi's go-to technique for turning hesitant prospects into committed buyers — in 4 brutal, simple steps.
The 4-Step System
1. ASK THE SCALE
"On a scale from 1 to 10 — 10 being we move forward, 1 being you never want to talk to me again — where are we?"
Start with a number. It disarms the buyer and opens the door to honest conversation.
2. FLIP IT
"Why not a 1?"
This is the secret weapon. When they explain why they're NOT at a 1, they sell themselves. You sit back and listen.
3. FIND THE GAP
"What would it take to get to a 10?"
Now you uncover the real objection. Most of the time? They can't think of anything — which means the hesitation isn't about the program at all.
4. CLOSE IT
"So what are you afraid of having happen?"
If they give you something? You probably already have it — "We have that. My bad, I should've told you." If they give you nothing? Sidestep straight to the real fear and close on that.
"You either find out they have no real objection, or you find out exactly what to address. Either way, you win." — Alex Hormozi