Trial closing tells you where you are in the sales process and when to ask for the sale. The trial close asks for an opinion not a decision. Trial closing is used to test the prospect to see if they are ready to purchase.
The reason for these trial questions is to set up your prospect to give you a buying signal.
Here are some examples:
- What did you like most about what we discussed today?
- How do you feel about the solution I’ve recommended?
- What changes would you make to the proposal?
- It appears you are very interested in this program; how does that sound to you?
- Based on what we have discussed, it makes sense to me. What do you think?
- What are some reasons you can think of that would prevent us from moving forward?
- Does this make sense?
Of course this makes sense!
Remember, trial closing questions are open-ended and asking for an opinion. The prospect’s answer will determine their intent to purchase. You’ll then know which questions to ask which will steer them towards a positive outcome.
Use trial closing questions when you have made a significant selling point. Use it when you have overcome a stall or successfully answered an objection.
When they are ready to buy, ask for the order. “It seems you are satisfied with the changes we made to the proposal. Would you like to begin July 25, or August 8?
Remember, use the trial close technique throughout the sales cycle and Heat Up Your Sales™.
Mike Cooper is Certified Sales Coach at Sales Kitchen, co-owner at Naperville Senior Center Adult Day Services and Board Member at RideAssistNaperville.org. Contact him at [email protected].
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