How often do you attempt a trial closing during your sales process? If you don’t use this method a lot, then you should reconsider adding trial closing techniques to your…
How often do you attempt a trial closing during your sales process? If you don’t use this method a lot, then you should reconsider adding trial closing techniques to your sales process. Any sales professional who uses them on a regular basis understands their importance in helping you learn about your customer and moving you closer to making a sale.
In this post, our sales recruiters have put together a number of great sales trial closing techniques. But first, let’s dive into why they are such an important part of the sales process.
Using a trial close provides you with two very important pieces of information. It tells you where you are in the sales process and where the buyer is in the purchase process. It also tells you when to ask for the sale.
One thing sales reps need to understand is that trial closes are not the same as asking for a sale. A trial close is used to see how a customer feels about the sale or a particular feature, whereas the close is asking for the business. The trial close asks for the customer’s opinion, not the sale.
Trial closes are commonly posed in question form. It’s a way to engage a customer in conversation and see how they feel about something without being pushy or making them feel pressured.
Here are some of the best trial closing questions to ask:
Once you ask these types of questions, the best thing you can do is stop talking and wait for the customer to reply. What they say will tell you where you are in the sales process and the next steps you should take.
SalesForce Search is a sales recruiting company which specializes in the recruitment and placement of sales professionals. We recruit salespeople in every sector of the economy including, software, manufacturing, financial services and medical devices. Find the right salesperson for your organization, start your search here.
Rhys is a tenacious, top performing Senior Sales Recruiter with 11+ years of focused experience in the Digital Media, Mobile, Software, Technology and B2B verticals. He has a successful track record of headhunting top performing sales candidates for some of the most exciting brands in North America. He is a Certified Recruitment Specialist (CRS) and has expert experience in prospecting new business, client retention/renewals and managing top performing sales and recruitment teams. Rhys enjoys spending quality time with his wife, son, and two daughters, BBQing on a hot summer day, tropical vacations and cottaging.