Next to objections, closing is one of the most talked-about sales training topics among sales people and sales managers. Everyone wants to know how to close and how to speed up the buying process. Closing is easy when you have thoroughly appreciated each customer’s specific requirements and aligned the presentation of your solution accordingly. Closing is the process of helping customers to make a decision that will benefit them.

Successful ‘closers’ know that there is no need to use magic phrases or techniques because if they’ve effectively followed the sales process, closing the sale is the next step in a logical sequence.

There is a closing technique that I teach, and whilst it is known by many, it is practiced by few.

Trial closing allows you to check the pulse or attitude of your customer towards your proposition. Trial closing ensures that both you and your prospect are on the same wavelength which adds to a feeling of deeper rapport and general agreement.

There are four important times during the sales process when trial closing can be hugely beneficial:

1. After making a strong selling point
2. At the end of your presentation
3. Before handling an objection
4. Immediately prior to closing

Trial closing gives you valuable insights into the customer’s perspective concerning what you have just said, and enables you to ‘layer in’ another agreement that helps move the customer to an ultimate close.

Here are some different examples of trial closes that can be very effective when used at the appropriate moment:

 ”How does that sound to you?”
 ”What do you think?”
 ”Is this what you are looking for?”
 ”If I can satisfy your concerns regarding this point, are you happy to proceed?”
 ”It appears that you have a preference for this option. Am I right?”
 ”Are we on track with this proposal?”
 ”On a scale of 1-10, how well does this meet your requirements?”

Once you use a trial close, actively listen to what the customer says and observe their body language to assess their reaction. It’s important to bear in mind that trial closing doesn’t directly ask the customer to buy, it asks only for an opinion.

Above all else, you just need to be clear that your proposal is right for the customer and you have created a win-win relationship.

Finally, here are two more steps to get you to “Yes, I’ll buy“ more easily

Today’s News: Following on from Danita Bye’s excellent TSE Masterclass yesterday – “Hot Tips to Create a Sales Team that Soars – Even in a Recession” over at Salesopedia, Clayton Shold interviews Mike Brooks – Mr Inside Sales….

Hiring Sales Talent

“Mike Brooks has interviewed thousands of sales reps over the phone. He has distilled these conversations down to the key elements needed to consistently identify who will be a top producer and who won’t be. Mike shares three “secrets” to unlock the puzzle of effective recruitment and selection.” You can listen in here

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