Source: REPLACEMENT CONTRACTOR Magazine
Publication date: January 1, 2007
By Jon Jones
Interested in closing your prospect tonight? Sure you are. And one of the most effective sales techniques for doing that is trial closing.
Trial closing means employing persuasive communication from start to finish. Instead of walking into the house, shooting the breeze, talking weather and sports, telling the prospects everything great about the product, then giving them a price and asking for their business, you're continually persuading your prospects to commit, and you're doing that from the moment you walk through the door.
More specifically, trial closing consists of asking the kinds of questions that engage customers' attention and getting them to agree with you. Those small agreements ultimately lead to the final agreement: the sale. Trial closing involves steadily asking for their commitment, as opposed to delivering information for two hours and trying suddenly to persuade them at the end.
WHAT IT ACCOMPLISHESThink about your presentation. You could go into the house and talk at the customer for an hour and a half without asking questions. That might actually get you a sale, if the prospect is a lay-down. But anyone can sell a lay-down, and there are fewer and fewer of them in this industry. The challenge is the prospect who is on the fence.
Trial closing helps the prospect justify a buying decision and build a case for the product in his or her mind.
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