Although "Closing the Sale" should be nothing more than a logical conclusion to an effective Presentation, some Salespeople make the mistake of trying to use too many "Closes". Unfortunately most Closing techniques ask for a decision which is a challenge for the majority of Prospects and/or Customers since most of them would rather procrastinate.
A great way to start Closing more Sales with a lot less pressure is to use Trial Closes. The true definition of a Trial Close is that is only asks for an opinion instead of a decision. Examples might be;
"How does this sound so far?" or
"Is this the type of opportunity you've been looking for?" or
"Based on everything we've discussed, how does this feel?".
If your Prospect or Customer gives you a weak answer they are indicating that they need more information or might still have one or more questions or concerns. On the other hand if they give you a strong response, you've just completed the Sale.
About the Author:
Stan Billue, CSP has been called the most Ripped Off, Respected and Referred-to Sales Trainer alive. He's a recognized expert in Sales Training, Telemarketing, Motivation, Mentoring, Marketing and Copy Writing. He's been a student of successful Business Owners, top Sales Pros, and imaginative Entrepreneurs, an hour a day for 30 plus years and doubled his Income for 5 consecutive years selling on the Phone. Free Newsletter at www.StanBillue.com
Trial Closes are not Traumatic
