7 Trial Close Questions To Increase Win Rates | Quick Sales Tips

Every time we ask our audience what the most crucial aspect of sales is, they typically echo, “Always be closing!” Now, while this isn’t a bad sentiment to remember, it isn’t exactly ideal, especially if you’re prone to being timid when asking for the sale.
The good news is there is a better way to ensure you get the deal you want without having to resort to sleazy sales tactics. It’s 2021, so it’s time to forget the outdated mantra popularised by the 1992 movie Glengarry Glen Ross and instead replace it with “Always be trial closing!”
A trial close is an alternate method used by sales professionals to determine whether customers are ready to buy and thus, close the deal.
While traditional closing techniques depend on asking a customer to decide on their purchase, a trial close asks the customer to share their opinion or perspective on the offering - enabling you to address their needs. Ultimately, the purpose of a trial close is, as the name suggests - to examine the likelihood of the buyer purchasing by testing their interest.
After reviewing their behaviour for possible starting points, you can decide which open-ended question will most effectively gauge their interest in purchasing your product or service.
For example, use these trial closes to get a sense of where your customer are at, and it will help you address potential roadblocks and objections while they’re small before they get bigger:
How does what we’ve discussed sound to you?
Is there anything missing that you need?
Based on what you’ve heard so far, do you have any questions?
How do you feel about the payment terms/delivery options?
Do you see how this can help?
Are there any changes or adjustments needed?
What do you see as the next step in the process?
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