Regardless of your product or service Trial Closing is a very sound technique that, once mastered, can lead to more sales being made. This is especially so for users of the four-step EASE sales format.
The technique involves using questions during the Show step of the sequence to progressively test acceptance of the product/service you are ‘showing’.
Questions like ‘Can you see how this would work?’, ‘Is this what you meant when you talked about .....?’ and ‘How does it look so far?’ are examples of good Trial Closing questions. This is because a positive response from your customer tells you that you are on the way to a sale; a negative response gives you the opportunity to identify a sticking point (or Objection) and deal with it without blowing the sales opportunity.
By obtaining positive responses to Trial Closes during the sales discussion you can proceed to the Encourage commitment step and make your final Close with a great deal of confidence.
(The up-coming post for Friday 2/1 is What do your customers think? It's about the value of doing an annual Customer Satisfaction survey.)
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