Trial closing professional sales consultant and sales trainer, we realize far too many examples of salespeople talking about the product/service and then asking for the sale.
As such, most salespeople don’t know where they are in the sales process. When they try it close the deal, there are too many impediments or unanswered questions on the buyer’s part, and the answer is “no.”
And the salesperson does not like the word “no” and doesn’t know how to respond, so he and she walks away with another lost opportunity.
And the first reason to trial close is to understand where we are in the sales process, so we know what is essential to the buyer and where it takes the conversation.
We remember the previous example of the thermometer – if we don’t take the patient’s temperature during the diagnosis and ask about symptoms, how can you determine what to prescribe?
We can’t make a proper diagnosis or ask for a buyer’s decision if we don’t know where we are in the process.
The second reason to trial close is to determine when it is appropriate to ask for the sale. It is significant when asking for the sale is much more important than knowing how to ask for the order.
We don’t believe in hard closing a customer – it’s too uncomfortable for me, and instead, be an influential advisor than the hard closer. If we know when to ask for the order, then how you ask for it is so much easier.
Also,You can find more helpful resources at Techies City.
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