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The Trial Close Separates The Sales Pros From The Amateurs
By, Nick Moreno
Too many salespeople never ask for an order. Obviously, these salespeople never last very long in sales. Others only ask for the order once they are convinced the prospect is ready to be closed. These salespeople are missing out on a very powerful sales tool, the trial close. It’s a key tool that will increase sales performance. I have some advice for you about using a Trial Close. Let’s see what we can learn about the Trial Close and why a trial close can work.
Trial Close And The Sales Process
If you are familiar with my sales training, you know that I promote mastering the Sales Process and the trial close is an important step in that Process. The trial close is about asking for the order when you assume the prospect is probably not ready to be closed. Let me explain why you would ask for the order when you believe the prospect is not ready to hand you the order. Thinking about a trial close yet?
First of all, your assumptions may be all wrong. Some trial closes actually close the deal. You may have thought the prospect wasn’t ready but in reality the prospect was anxious to do business with you. So, congratulations! Your Trial Close resulted in success. There should be more training on the subject of the Trial Close in sales training programs.
Trial Close Is A Compass
Most of the time, your assumptions will be correct and the prospect is not ready to be closed. The Trial Close is a great way to uncover why the prospect isn’t ready. The Trial Close is like a compass that allows the salesperson to discover where they are in the Sales Process.
Trial Close And Objections
When your prospect balks at handing you the order, you want to know why. At this point, you will surely get some questions, concerns or objections. Thanks to the Trial Close you now know what’s on your prospect’s mind. Your job is to successfully address all those questions, concerns and objections. Once you do, you absolutely must, once again, ask for the order.
When To Trial Close
The trial close should be used right after you’ve presented your product as the answer to your prospect’s problems, wants or needs. You’ve presented all the benefits your prospect will enjoy by using your product or service. You’ve also cost justified the purchasing decision. The only thing left to do at this point is to trial close. That’s when to implement an effective trial close.
Trial Close With Confidence
Since you may feel your prospect isn’t ready to be closed you may be hesitant about confidently asking for the order and that would be a big mistake. Whenever you ask for an order, you must do it with confidence and that confidence must be evident even during a trial-closing attempt. Start using a trial close to sell more!
As you can see, the Trial Close is a powerful sales tool and you now know when and how to implement it. As a sales strategy, you can’t ignore the usefulness of a solid trial-closing attempt. I hope you’ll use it often and I hope that this advice will have you earning more commissions with your Trial Close.
To your sales success!
Nick Moreno, Sales Training Expert
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