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.
Here are some examples:
- It appears you are very interested in this program; how does that sound to you?
- What did you like most about what we discussed today?
- 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?
- How do you feel about the solution I’ve recommended?
- What changes would you make to the proposal?
- Does this make sense?
- Of course this makes sense!
The reason for these trial questions is to set up your prospect to give you a buying signal. Use it when you have made a significant selling point. Use it when you have overcome a stall or successfully answered an objection.
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 that will steer them towards a positive outcome.
When they are ready to buy, ask for the order.
Remember, use the trial close technique throughout the sales cycle and Heat Up Your Sales™.
