This module discusses the all important stage of trial close. This stage tests the frame of mind your customer is in with regard to purchasing the product or service.
The training will cover following major trial close techniques ensuring that presentation is leading your customer in buying your product or service.
This is a technique where you would incorporate a relevant benefit or a feature you know a customer likes in discovery stage, in a statement that would ask for business.The efficiency of conditional close is that, it relates a particular benefit customer wants, with the intention of asking for business.
For instance in car business, in discovery stage if your customer has mentioned that they are interested in financing option for purchasing the car. The conditional close will imply, what if we are able to organize a flexible and feasible financing option for you right now, you would be ready to buy the car, wouldn’t you? If the answer to the question is yes then you close the sale, or the other possibility is customer will raise an objection which is a good sign as it indicates that customer is thinking in lines of buying the car, however have few concerns before they can commit.
Tag question technique implies that a question is added after a statement, designed to replace resistance. Tag questions usually entail questions like isn’t it, aren’t you, wouldn’t you at the end of the statement.
The example to illustrate this technique in car business will be, in discovery stage you are aware that customer is interested in buying black colour for the car. You will use tag questions for trial close in a way, you are interested in buying this black car, aren’t you? The answer to this question will lead to either objection handling stage or closing the sale.
This technique offers the illusion of choice to make sure client does what you want them to, because both choices are the same. The example to illustrate this technique in car sales is, you can either pay by a cheque or a credit card. That’s totally up to you.