Lily is not a person who would be described as a “typical” sales person.
(What is “typical,”anyway? Dictionary.com defines typical as “a person regarded as reflecting or typifying a certain line of work.”)
Not that there is anything wrong with being a “typical sales person” who is professional and knowledgeable. It is a pleasure working with professional – typical – sales people.
Lily is both professional and knowledgeable; it’s just that she doesn’t come across as what most people think of as a person who is part of the sales profession.
She isn’t overly aggressive. She IS assertive – in a friendly way.
(In the interest of privacy, you won’t see her last name or company name here.)
Though not immediately outgoing, Lily is a happy, positive person with a genuine interest in helping people.
And because of her positive attitude, prospects are drawn to her and they listen carefully to Lily when she is presenting demonstrations of products or describing facts and benefits on the telephone.
Another important reason prospects listen to her: She truly believes the products and services she sells are the best available.
In her sales position, Lily is at the top of the chart nearly every month.
She wins cruises to beautiful islands and trips to expensive resorts.
Her Secret to Success
In unique ways, Lily is a bit different from most of her co-workers.
How is she different?
Instead of using a direct close, like “would you like to place the order today?” Lily uses an open-ended question that asks for an opinion – not a decision. It is what is known as a “trial close.”
(Note: Lily has recognized how her strengths and talents contribute to her success and I’m proud to have been a part of the process. She is a true star.)
Why is a trial close so successful?
Because it is an attempt to start getting commitment – before the completion of the selling process.
And it takes away the stress the prospect may be feeling because they are not being asked to make a decision at this point.
Exactly what the word implies, a trial close question is a test to see how near the prospect is to buying. And it may be used any time prior to the close.
Without the risk of a final “NO,” a trial close is like a report card that tells you how the prospect is reacting to your presentation.
1.) “How does that sound, so far?”
2.) “What do you think?”
3.) “How do you think that would work for you?”
After using a trial close question, listen carefully to the answer and you’ll know how to proceed.
Why a Trial Close Question Works Well
- Lets you know where you stand
- Clarifies what the prospect doesn’t understand
- Takes the prospect’s temperature
- You don’t risk a “no.”
- A trial close asks for an opinion, NOT a decision
- An opinion is much easier to give, than a decision
Are you looking for creative marketing and sales ideas? My next one-to-one 4-week e-Course begins two weeks from Wednesday and there are just five spaces still available.
Send me a message and I’ll get back to you as soon as possible because I would love to work with you and help you achieve your goals. And good news . . . BTA educational discounts apply for this course!
Here’s wishing you a beautiful day!