Sales & Service Tip of The Week

What is a trial close?  A trial close will shorten the presentation, ask for an opinion, qualify the customer further, determine readiness to close and surface true objections.  It’s like taking the customer’s temperature as to where they are in the buying process.  Trial closes help you to control time and finish sooner so you can be more productive by serving more customers.  It’s another sales fundamental that must be mastered.  It’s a learned skill based on experience.  Your subconscious is ready at any given moment to recognize a buying signal and immediately follow up with a trial close.  It should be instinctive and automatic, similar to athletes or accomplished musicians.  By practice or habit you are aware of these signals and it becomes logical, you’ve created a desire so ask for a commitment.  When you don’t have to rely on your conscious mind, you’ve instilled a new habit.  It’s all part of getting into the desirable “habit of selling.”  Trial close more often and sooner and you’ll increase your sales!