Assessment Tool

Closing Reflex Self-Assessment

See how you respond to hesitation and objections in client meetings

Scenario 1: You're closing a meeting with a prospective client in private banking. After your recommendation, they say: "This is interesting, but we need to think about it." Your response:

"Of course — I'll send over some materials for you to review"

"What specifically would you like to think through? I can address it now"

"Understood — shall we schedule a follow-up call next week?"

Scenario 2: During a proposal meeting, a client says: "Your fees seem high compared to what I've seen elsewhere." You:

Acknowledge the concern and offer to send a detailed fee comparison afterward

Ask what they're comparing it to, then address the value difference directly, in the moment

Suggest revisiting the fee question once they've reviewed the full proposal

Scenario 3: You're in a discovery meeting and the client starts talking at length about an unrelated personal matter. The conversation drifts off track. You:

Let them continue and wait for a natural pause before redirecting

Politely interject and steer the conversation back to their objectives

Acknowledge what they said and suggest returning to the agenda once they've finished

Scenario 4: A client interrupts you mid-explanation to challenge a point you've made. You:

Pause politely and let them finish, then continue your point

Engage with the challenge immediately and address it before moving on

Acknowledge their point and suggest returning to it once you finish explaining

Scenario 5: A client asks you directly: "So what would you do in my position?" You:

Present a balanced view that lays out the different options available

State your recommendation directly, then explain your reasoning

Ask a clarifying question about what matters most to them before answering

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Your Closing Reflex Profile

Based on your responses, here is a reflection of how you tend to respond to hesitation and objections.