Trial closing is performing a “test” close to identify where the prospect is in terms of his
or her level of interest. Here are some examples of closing questions that you can ask to perform a trial close:
- What do you think about what you have seen so far?
- How do you think this fits with what you are needing?
- How would that feature help you?
- Is this something you could see your organization using?
- Are we heading in the right direction?
- Is this what you were expecting to see?
These questions will help you get a better understanding of what the prospect is thinking, and this will help you to know if you are heading in the right direction or if you need to make any adjustments. With that, you don’t have to wait until it is time to close to ask your trial closing questions; you can ask some of these every time you speak with the prospect and that will help you to communicate better throughout the sales process, which will ultimately make closing prospects easier.