Keep Trying; TRIAL CLOSES!

“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.

Advertisements

Published by

DSE

I've been a successful sales manager, musician, film/video professional, instructional designer, and skydiver. Picked up a few pieces of gold, brass, titanium, and tin along the way. This blog is where I spill my guts about how I'm feeling at any given moment, and maybe a blurb or two about what's happening in the sales, video, or skydiving worlds.

Leave a Reply

Fill in your details below or click an icon to log in:

WordPress.com Logo

You are commenting using your WordPress.com account. Log Out / Change )

Twitter picture

You are commenting using your Twitter account. Log Out / Change )

Facebook photo

You are commenting using your Facebook account. Log Out / Change )

Google+ photo

You are commenting using your Google+ account. Log Out / Change )

Connecting to %s