Using the correct sales techniques can help you or your sales team realize better results. One of the most important techniques you can use is the trial close.
Many sales professionals bring their prospects all the way to the close just to hear an uninterested "no". They wonder what happened. Disappointed, they conclude these prospects are simply not interested or are playing along with them.
In truth, these are likely qualified prospects. However somewhere along the conversation some criteria were not met. Thus even though his buying interest existed, the purchase was not made.
The purpose of using a trial close is twofold:
First, it helps you with your sales presentation. Trial closes align your product's benefits to your prospect's needs. By getting agreements and small commitments along the way, you can get your prospect to see how your widget can help solve his pain.
When this is done, more than half your battle is won. He begins to understand and believe what you are selling is worth the money he pays for.
Second, you can test your prospect so you know if they're ready to sign on the dotted line. Nothing is more discomforting than trying to close your prospect when they're not ready.
You don't have to be an eloquent dude in order to use this technique for tangible results. So start practicing and you'll be encouraged with more sales. Here's how to do it:
1. Each time you come to an intersection in your presentation, ask your prospect if he's agreeable with what you presented. If you can, get him to make very small decisions.
2. If you meet with resistance - which you will from time to time - find what you can do for him in order to move the conversation toward the sale.
3. Once you overcome his objection, ask him to make the small decision or commitment again.
You'll be surprised how effective this technique is in getting people to agree to your offer, even if it's a major purchase.
When should you use this technique? Every time you have the chance to.
In order for your prospect to make that final decision to purchase, you must get him to make small commitments along the way. In other words, you have to close him on minor details.
Your prospect's seemingly insignificant decisions work together to haul in the final agreement to buy your product or service.
While overcoming objections, it's always easier to see yourself as a problem solver instead of a sales person. In many ways this takes your focus away from the pressure of hitting sales targets toward serving your potential clients well.
Whenever you hear a "no", you can get creative to solve the problem instead of pulling out more canned scripts to fire at your prospects.
Sales techniques and scripts are only useful when you have a real solution to solve a genuine problem. Otherwise you can sound insincere and you'll push your prospects away.
The next time you meet with your prospect or existing client, put this simple sales technique to use. You'll be surprised at how palatable your presentation will be, and how easy it'll be to get a buying commitment.
