What is it?

Have you ever wrapped up a sales call and had no idea where your deal stands?

Do you know what your next step is? Or why the prospect might end up buying from your direct competitor?

This is a very common problem for salespeople all over the world! They present their product, maybe even go over pricing, the prospect is saying how much they like your offer, but you end up with no commitment of any kind.

This is how most sales calls go, and this is why so many salespeople struggle to consistently close deals. Maybe you’ve had calls like this??? (I know I have)

This is exactly what the trial close is designed to prevent! A trial close is an elegant way of asking the prospect “Are you ready to close now or not?”

Here’s what this looks like…

How to Use the Trial Close…

You can start using a trial close to gauge how the prospect feels about your product (and the overall deal) after you’ve qualified the prospect and presented pricing.

Basically they have to have everything they’ll need to make a decision and complete the transaction.

Once you’ve given the information and price (which should be upfront), you say this…

“Have you seen enough to make a decision?”

This is going to do two things… 1) They might have seen enough to make a decision, in which case you close the deal. 2) They are going to tell you NO, and then they’ll tell you (or you can ask) what else they need to see before they can make a decision.

Either way you win because you either close a deal or know exactly what to show them so you can close the deal! This not only speeds up the sales process (which the prospect will appreciate), but it also helps you not to oversell and talk your way out of a done deal.

So start using the trial close throughout your sales process, and watch your closing ratio soar!!

-Jake Martincic