A trial close is simply a way of taking the temperature of your prospect and it can also ensure that your prospect really does understand what you are telling them. This is especially important with technical products. For some reason, we men just hate to tell someone we do not understand something. We would rather pretend we understand than admit we are confused.
Here are a few tried and true temperature-taking trial closes:
- Do you see how this fits your needs?
- This box has smooth operating drawers even when they are filled to capacity doesn’t it?
- Which color do you like: red or green?
- Is there an application you see this helping you with?
- How do you like it so far?
- Which size do you see being best for you?
The trial close serves many purposes. First, it keeps your prospect engaged. Second, it helps you understand that the prospect is absorbing what you are showing them. Third, when you move into your final close you can repeat back to the prospect what they said during the trial closing sequence.
Sometimes during a trial close your prospect will take ownership of the product so you can move right into the sale. The conversation might go something like this:
Jobber: “You can buy this tool without a case, but the case helps protect this delicate tool.”
Trial Close: “Would you like yours with or without the case?”
Prospect: “I’ll take it with the case.”
Jobber: “Great, I have one in the truck, and I’ll bring it right in.”
