Testing the temperature means knowing where you stand before the investment is shown.
The definition
Testing the temperature means knowing where you stand before the investment is shown. One of the worst places to discover you have lost the homeowner is after the number comes out.
A rep can finish the entire presentation, present the investment, hear “we'll think about it,” and assume the figure killed the deal. Maybe — or maybe the homeowner was never sold before the number appeared. Advanced salespeople test the temperature first, while there is still time to find and handle what is actually missing.
Where it lives: The Pre-Close; Advanced Selling Psychology
Keep learning
Knowing what test the temperature means is step one. Running it live, at a kitchen table, against a homeowner who pushes back — that's the training. Spar grades you on the system in every round — $29/month. Spar before you knock.