“The Trial Close”

 

If you ever find yourself in a situation where you are unsure when the right time is to go for the close then this technique is for you.

 

The trial close can be a close ended question or, for the more confident ones of you, you can integrate it into an open-ended question. Here’s an example of each:

 

Close-ended trial close:

 

“Mr Prospect, can you see why all of our customers are buying these from us?”

 

This version of the trial close can have an even greater impact in face-to-face sales presentations when you accompany it with a nodding of your head to encourage agreement. (Ask us about our NLP courses to learn more about these advanced human behaviour techniques)

 

Open-ended trial close:

 

“Mrs Prospect, what do you like most about what I have shown you so far?”

 

This version of the trial close encourages your prospect to sell themselves on the benefits of your product/service and encourages faster “buy in”.

 

And finally, one for the super-ambitious amongst you:

 

The Close-ended followed by the Open-ended trial close:

 

“Mr Prospect, can you see why all of our customers are buying these from us? What do you personally like most about what I have shown you so far?”

Google+ Page