Sunday, January 30, 2011
Play It Safe -- Trial Close
Trial Closing is an "If ... then" question, not a closed-ended question like closing on the sale. For example:
* Trial Close: "If we can do for you all the things we discussed, then would you advertise with us?"
* Closing on the sale: "Will you sign the contract?"
A Trial Close is a safe way of testing to see if you would get a "yes" response if you were to hard close on the sale. You can use trial closing in several situations, especially when you're not 100% sure of the answer to your Trial Close question.
Trial Closes are important because:
1. It gives you insight as to where the customer stands in the sales process.
2. It allows you to uncover remaining objections.
3. It's a safe way to gauge if the customer is going to buy.
4. You gain a better understanding of the role the contact has in the decision-making process.
How To Recognize When To Trial Close
Trail Close when:
1. You're comfortable that you've received enough acceptance from all the people in the decision-making process and from delivering multiple Value Propositions to address more than one Value Opportunity. If you don't have acceptance in both those areas, you won't get the maximum sale you deserve or you won't get the sales at all when the proposal hits the real decision maker.
2. There's nothing left to discuss with the contact.
3. You're receiving Buying Cues.
The Erie Sales Club is a joint effort of three leading local businesses: Jameson Publishing, Marsha Marsh Real Estate Services, and VertMarkets.