Refer to the B2B Marketing Insider (Oct. 7, 2010) comparison of six sales closing techniques, Exercise 9.31 (p. 510). Assume the "level of trust" means for prospects of salespeople using each of the six closing techniques are listed in the table. A multiple comparisons of means analysis was conducted (at α = .05), with the results shown in the third column of the table. Fully interpret the results.

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Treatments: Closing Mean Level Differing Technique of Trust Treatments 1. No close 2. Financial close 3. Time Line close 4. Sympathy close 5. The Visual close 6. Thermometer close 4.70 4.50 4.40 4.35 4.00 3.95 1 from 5 and 6 2 from 6 No differences No differences 5 from 1 6 from 1 and 2