Boost Your Sales By Using Trial Closes

You can REDUCE the stress in your life by trial closing more often.

You can find out what’s IMPORTANT to your customers by trial closing more often.

You can dramatically INCREASE your sales by trial closing more often.

How does that sound to you?
(That question is an example of a trial close.)

I want to share with you something that can change the way you feel about sales, if you are not using trial closes. And that is this:

Using a trial close more often can dramatically INCREASE your chances of becoming more PROFITABLE and PRODUCTIVE.

First of all, what is a trial close?

A trial close is any attempt to start closing the sale before the completion of the selling process.

Exactly what the word implies, a trial close is a test to see how near the prospect is to buying. And it may be used any time prior to the close.

Without the risk of a final "NO," a trial close is like a report card that tells you how the prospect is accepting your solution to his/her problem.

EXAMPLE OF A TRIAL CLOSE

"How does that sound to you so far?"

By asking this question, you are giving the customer the opportunity to let you know how she or he feels about your company, products, services and/or benefits, based on your presentation.

If the answer is negative, you can ask questions to find out why. If the answer is positive, you can use a more direct or choice close, like:

"I can go ahead and write up the order now and schedule your products for delivery either first thing in the morning or the following day. Which day would be best for you?"

Or:

"Will the case of six be enough or would you rather get two cases and save $16.00 today?"

THREE REASONS TO LOVE TRIAL CLOSING

1. You are getting feedback from the customer without actually asking for the order.

2. You are taking pressure out of the sales situation because:

You are not asking the customer to make a DECISION

You are only asking your customer for his/her OPINION

3. An opinion is EASIER to give than a DECISION.

LOW-RISK STRATEGY

At first it may feel uncomfortable to ask the prospect how s/he feels about your product or service. But remember: you run little risk with trial closing.

The trial close can be used any time during the selling process to test the waters. The purpose of the trial close strategy is to help you know when to close the order. Sometimes the answers you get are so strong that you won’t have to close at all – you’ll just naturally write the order!

About the Author

Reprinted with permission
(Copyright, 2000, Ann Barrs Selling Supplies.com) Reprint permission granted in part or whole when the following credit appears "Reprinted with permission from Ann Barrs Selling Supplies.com Weekly E-Mail Sales Tips. To subscribe free, E-mail to: annbarr@sellingsupplies.com with "subscribe" in the subject line."



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