What is the difference between a trial close and an actual close? There is a lot of literature available on the ‘Net’ and in the local bookshop. The easiest and most useful definition I know is this; a trial close asks for an opinion, whereas an actual close asks for a decision.
Now, in my opinion, a lot of sales people make a fundamental mistake and believe that in order to be successful in sales they need to be hard closers. They equate this with asking for decisions and then push too early in the sales process. For the prospect the easiest answer is NO. Some of the best sales people I have ever worked with almost NEVER make the close themselves, they let the CLIENT close the deal.
They achieve this by using trial closes in the same way a chef uses seasoning, a lot sprinkled around. One of the best and most successful trial closing scripts is the following:
“…makes sense to me, what do you think?”
You can use this after running through the benefits of your product or service. Based on the answer from the prospect, you can move forward or go back and address their concern. Of course, after you deliver your trial close you need to use one of the best techniques of all: SHUT UP and wait for their response.
Ciaran’s book can be bought from our website at www.strikeforcesales.com.au.
Don’t forget Ciaran is running a Sales Seminar on Thursday the 29th of September entitled “Fix Your Sales & Profit”. Call us on +612 8080 3621 to reserve your seat.
