You can deliver the best and most effective sales presentation, but if you do not trial close regularly during sales presentations, your sales effectiveness might not be at the highest level it could be. Trial closing refers to asking the prospect questions throughout the presentation to check in to see what their thoughts are so far and confirm the direction forward.
Trial closing is an effective and important sales tactic for the following reasons:
1. Gather important information: When you ask trial closing questions, you will get key information from the prospect. When you are delivering a presentation, you will be providing a lot of information and doing a lot of the talking. If you never check in and ask questions, you will be operating without important information from the prospect’s side.
2. Confirm current direction: Trial closing will allow you to check in with a prospect to make sure that they are still following your presentation and that you all are currently on the same page.
3. Map out future direction: While you are trial closing, you can ask questions to confirm and map out the future direction that the prospect wants to go.
Below are some examples of questions to use to trial close during a sales presentation:
What do you think of what we have discussed so far?
Check the temperature of the prospect during a presentation to see what their thoughts are. If you don’t ask, you can assume but you will really have no idea what they are thinking.
How would this solution benefit your organization?
As a sales person, you will know all of the business value that a customer will receive from buying from you. But does the prospect? Ask this question and the prospect will share their understanding of the value and benefits in their own words and this will help you to measure how on board the prospect is.
Is this something that you could see being used?
The product or service that you present may be very cool, and the prospect may love it, but is it something they could see being used and adopted by their organization? If they love it but there is no way for it to get implemented, they may not be a qualified sales opportunity.
Is the value delivered in line with the investment required?
This question is a good way to test if the price is right without asking that directly. By asking about the value they will receive instead of the price they will pay, you can get close to knowing if you are in the right ballpark without creating an opportunity for them to ask for a lower price.
What direction do you want to go from here?
Most likely as the sales person, you are going to want to move forward and close the sale as soon as possible. But what direction does the prospect want to go? Getting them to explain and share in their own words can provide some valuable information on their buying process.
What is your decision making process?
Does the person you are presenting to have power? This question gets you to the answer of that question without directly asking and offending anyone and can help you to identify if you need executive sponsorship.
Launch Pad Solutions provides sales training helping sales professionals to improve their sales effectiveness.
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|This article was published on Saturday 26 February, 2011.|
|Back to main topic: Closing Prospects
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Use an Evaluation Plan to Improve the Close Rate
Trial Close Regularly to Improve Sales Effectiveness
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