The Trial Close

Making sales is a process. Depending on what it is you are selling, the process may have different points of emphasis. But the sales process always has a path it follows. I engage business owners in discussion about these essential aspects of the sales process to help keep them on track to grow their businesses.

When a business owner stays true to the process, increased sales are guaranteed.

The Trial Close is a very important diagnostic tool that can help you determine where a prospective client stands. Due to the nature of the Trial Close, it can be used at almost any point in the sales process. It will guage the level of interest and commitment, identify issues that need to be addressed or concerns that a person may have, provide needed information, or it can produce an agreement that moves to the final step - closing the deal.

A key distinction between the Trial Close and the actual Close is the distinction between asking for a prospective client's opinion and asking for their decision.

Some examples of questions used in a Trial Close include . . .

• Is this what you had in mind?
• Based on what we have discussed so far, does it make sense for us to move to the next step?
• Considering the different options we have discussed so far, which one best satisfies your needs?
• We have identified what you are looking for, I have showed you how our company can meet that need; is there something more you need to know before moving forward?
• What is most important to you about our service?
• Tell me what you think about our guarantee.

Garnering a prospective client's opinions helps you to address the right issues and put forth a solution that genuinely meets their needs.

The purpose of the Trial Close is to help you determine when to close the deal. We all like those times when the signals are so strong that we go right to making the sale. But if you are not utilizing the Trial Close you may be alienating a prospective client and never close the deal. Alternatively you may close too late and risk "boring your prospect to tears" and overstay your welcome.

Are you wanting to close more deals? Using the Trial Close will help you to identify your prospective client's wants, needs and desires so that you can offer tailored solutions.