“You miss 100% of the shots you don’t take.” – Wayne Gretzky
Whenever we’re working with a customer, it’s easy to fall into a habit of merely talking about the product, but never actually “trialing” a close, asking a customer their opinion of the feature/benefit you’ve just shown or explained to them.
Trial Closes are our way of “taking the customer’s temperature” as to where we are in the dialogue.
“Will that work for you?”
“Is that an improvement on what you’re doing now?”
“Does that appeal to you?”
“What do you think of this feature?”
“Where would you put this in your studio?”
“Does this do everything you’re asking for?”
“What else do you need it to do?”
“How soon were you thinking of acquiring?”
Ask questions. Ask for opinions. The answers will lead you to preparing the best solution and the best close.