Test Closing or Trial Closing does not ask for a decision, but simply asks for an opinion. It’s the knowing how to use a Trial Close or Test Close and how to differentiate the difference between the two that’s important here. Why, because it’s the knowing how and when to use the Trial Close or Test Close that tends to either direct the prospect towards a close without being openly aware of why this may be happening. When used properly, even a well seasoned prospect will tend to go along with proceedings because he or she feels comfortable doing so. |
However there is an important factor to realise here, is that there are so many who call themselves salespeople that admit to not knowing the difference between a Trial Close or Test Close compared to a Close. I can openly make that claim because I have conducted numerous seminars where attendee openly admitted they could not tell me the difference between the two – especially when it comes to closing the sale. At this point knowing the difference is vital, and even though many will close the sale just by asking a closing question. Many others will forfeit what would have eventually resulted in a sale simply because they asked for the sale too early or closed too hard.
It is therefore vital that the seller understand the difference between the two, and not close before it has been confirmed that the prospect is ready to buy. Closing too early will generally make the prospect feel pressure and may increase their stress level.
In the simplest of therms the difference between Trial Closing or Test Closing and Closing the Sale, is simply that the Trial Close or Test Close does not ask for a decision, but simply asks for an opinion, whereas, if you ask for a decision, you are simply asking for a YES or NO, a disguised way of asking if your customer is NOW ready to buy or not, but if an opinion is sought, the seller is only testing the temperature.
"Would you like it in Red or would you prefer it in Blue?" is a close - you have asked for a decision. Whereas, "In your opinion, if you were to go ahead, would you like it in Blue?" is only a Test Close or a Trial Close. The two are distinctly different, but to the uninitiated, the difference may not be immediately apparent.
Here now are some examples of Test Closing:
• "Let's assume you could afford this car. You'd want it with a sun roof, wouldn't you?"
• "If you could see your way clear to buying this block of land, you'd want the one at the top of the hill, would that be the case?"
• "If you were in a position to buy this computer, you would be buying it with a larger memory, is that right?"
• "Say if you could afford this house, you'd like to keep the carpets and drapes, wouldn't you?"
If your prospect answers with YES, then follow through and close. If the prospect gives you a NO, simply keep using Test Closes (or Trial Closes), or present more benefits until the opportunity to Test Close (or Trial Close) again presents itself.
This Article is by Peter Collins - In a sales career spanning more than 50 years, Peter Collins has focused on helping and bringing out the best in others - whether it involves training or mentoring salespeople, managers, business consulting to SME’s. Since the 1970’s Peter has built a reputation as a Nationally and Internationally Published author, and has 65 books to his credit, but he is mainly known for one book based on the Audio Tape series of the same name, Over 50 Ways of Closing the Sale. In his personal life, Peter has been sought after as an encourager and motivator that has given of his time and talents freely despite his busy schedule. Subsequently, he has assisted churches, pastors, community and charity groups, as well as individuals through his teaching, training, development and on-going mentoring. © Copyright Peter Collins, Profit Maker Sales, Sydney, Australia, 2015, all rights reserved. Peter can be contacted through his website – profitmakersales.com - Submit your articles to AMAZINES.COM
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