Alright, so today I’m gonna be talking to you about a Trial Close. This is a super important step to add into your sales process and can really affect your conversion rate.
A trial close helps you judge if a prospect will move forward with your offer or not. And it will help increase your close rate.
So if you’re having a problem with knowing if a prospect will move forward or forever feeling like your close rate is too low or if you’re never sure when to truly ask for the sale, then this one step in your sales process will act as the thermometer. Letting you know if your prospect is hot, warm or cold to what you’re offering so that then you can then react accordingly.
What is a trial close?
A trial close is different to asking for the sale. Asking for the sale directly is asking for the ultimate outcome.
For example, “If I can get you the payment terms that you’re seeking, will you decide to buy?” Clearly this asking for the ultimate buying decision. The ultimate “sign the contract”, “sign on the dotted line”.
Whereas trial closing, you’re not asking for the sale rather asking how the prospect feels about one element of the sale.
For example, “How do you feel about the payment terms?” From here you can judge if they’re liking it, if it’s out of their budget, or if they’re kinda somewhere in between.
Why is it important?
There are two main reasons why the trial close is so important.
First, the trial close lets you understand where your prospect is in the sales process. So you know what’s important to the buyer and where to take the conversation.
The second reason to trial close is to find out when it’s appropriate to ask for the sale. Knowing WHEN to ask for the sale is much more important than knowing HOW to ask for the order.
If you know when to ask for the order, then how you ask it is so much easier. And it helps you to be much less pushy.
So now you know what a trial close is and what it’s purpose is, let’s look at a few examples. Now be warned, these are super hard questions. Things like:
“How do you feel about what we’ve discussed so far?”
“How does what we’ve talked about sound to you?”
Or even, “Based on what you’ve heard so far, what are your questions?”
Pretty easy, right?
Now, make sure they are open-ended questions. That’s the only real trick to this. You need to ask a trial closing question that will get the prospect talking so you can learn about where you are in the sales process and when the right time is for you to actually ask for the sale.
So add a trial close to your sales process and test out how your conversion rate goes. Be sure to use it to judge when you should ask for the sale, and help you to judge if the prospect will move forward with what you’re proposing.
If you like this, go to http://tradescoaching.com/chat and book in to have a chat to myself or one of our coaches about how we can help you in your business. Talk soon!