Do you know the difference? A trial closing question asks for an opinion; a closing question asks for a decision. If you get to the end of your presentation and you get objections, chances are you weren’t checking in or benchmarking the customer.
If you boil it down to what trial closing is, it really is having a conversation with your prospect and asking qualifying questions. There are no magic phrases or techniques only good questions.
- “What are your thoughts”
- “Does this make sense and why”
- “What is most important to you”
- “What would happen if…”
- “How has this affected you”
- “How are we doing so far”
- “What do I need to do to get you started”
Think of baking a cake. A cake is ready when you stick a toothpick in the center of the cake and if it comes out clean the cake is done, if the toothpick comes out with mix on it, it’s not ready.
Helpful Tips to Understanding the Benefits to Trial Closing
- takes the customers temperature in the buying process
- is a high value activity/low risk strategy
- gives you the control over the process
- eliminates objections when the time comes to ask for the order
Trial closing is a way to overcome your fears of closing.
When should you use trial closes?
- When you see signs of approval (body language)
- After you state a benefit
- After you answer an objection
Last thoughts – ask your questions and listen intently, timing is everything, and only close when the customer is ready.