What is a Trial Close? (Explained With Examples)

A trial close is a technique used in sales and negotiations to gauge a potential customer's interest and commitment before making the final sale. It involves asking questions or presenting hypothetical scenarios to encourage the customer to respond and provide feedback. This article will explore the concept of a trial close, its benefits and drawbacks, and provide examples of how it can be used effectively. Whether you work in sales, consulting, or digital marketing, understanding the concept of a trial close can greatly improve your negotiation skills and increase your chances of closing deals.

1°) What is a Trial Close?

A trial close is a technique used in sales and negotiations to test the customer's readiness to make a purchase. It allows the salesperson to gather information, address concerns, and guide the conversation towards a successful close. By asking strategic questions, the salesperson can assess the customer's level of interest, address any objections, and tailor their pitch to meet the customer's needs.

1.1 - Definition of a Trial Close

A trial close is a question or statement that seeks feedback from the customer to assess their level of interest or commitment. It can be as simple as asking, "So, would you like to proceed?" or presenting a hypothetical scenario and asking for the customer's opinion. The purpose of a trial close is to gauge the customer's response and make adjustments to the sales pitch accordingly.

For example, imagine a salesperson selling a new software product. They might ask the customer, "Based on what we've discussed so far, do you think this software could help streamline your operations and increase productivity?" This trial close not only tests the customer's interest but also allows the salesperson to gather valuable feedback on how the software aligns with the customer's specific needs.

1.2 - Advantages of a Trial Close

Using a trial close in sales and negotiations offers several advantages. First, it allows the salesperson to gather crucial information about the customer's needs and preferences. By asking targeted questions, the salesperson can tailor their pitch to address the customer's specific pain points, increasing the likelihood of a successful close.

Additionally, a trial close can help build rapport and trust with the customer, as it demonstrates the salesperson's attentiveness and commitment to meeting their needs. When a salesperson takes the time to understand the customer's concerns and actively seeks their feedback, it creates a positive impression and fosters a stronger relationship.

Furthermore, a trial close provides an opportunity to address any objections or concerns the customer may have. By asking for feedback, the salesperson can identify and alleviate any doubts, ensuring a smoother and more successful sales process. This proactive approach not only helps overcome potential barriers but also shows the customer that their concerns are being taken seriously.

Lastly, using a trial close can help save time and effort by identifying uninterested or unqualified prospects early on. By asking specific questions that require the customer to express their level of commitment, the salesperson can quickly determine if the customer is a good fit for the product or service. This allows the salesperson to focus their energy on more promising leads, maximizing their efficiency and productivity.

1.3 - Disadvantages of a Trial Close

While a trial close can be an effective sales technique, it is not without its drawbacks. One potential disadvantage is that it may be perceived as pushy or manipulative if used excessively or inappropriately. It is important for salespeople to strike a balance between being assertive and respectful of the customer's boundaries.

Customers appreciate a salesperson who listens and understands their needs, but they can also become wary if they feel pressured or rushed into making a decision. Salespeople should approach trial closes with sensitivity and adapt their approach based on the customer's response and comfort level.

Additionally, relying too heavily on trial closes can make the sales pitch feel scripted or insincere, diminishing the authenticity of the interaction. Customers value genuine conversations and personalized attention, so it is essential for salespeople to use trial closes as a tool for understanding rather than a mechanical sales tactic.

Furthermore, trial closes may not always yield clear and reliable feedback. Customers may give ambiguous or evasive responses, making it difficult for the salesperson to accurately gauge their level of interest. Salespeople should be prepared to interpret and probe further when faced with vague or uncertain feedback.

Overall, a trial close can be a valuable technique in sales and negotiations when used appropriately. It allows salespeople to gather information, address concerns, and tailor their pitch to meet the customer's needs. By striking a balance between assertiveness and respect, salespeople can build trust, overcome objections, and guide the conversation towards a successful close.

2°) Examples of a Trial Close

Now that we have explored the concept and advantages of a trial close, let's look at some examples of how it can be applied in different contexts.

A trial close is a technique used in sales and negotiations to gather information, address concerns, and assess the customer's readiness to make a purchase. By strategically incorporating trial closes into your approach, you can increase your chances of closing deals and building long-lasting relationships with customers. Whether you are in sales, consulting, or digital marketing, trial closes can make a significant difference in your success.

2.1 - Example in a Startup Context

Imagine you are a salesperson for a startup that offers a revolutionary productivity tool. During your pitch, you might use a trial close by asking the potential customer, "Can you envision how our tool could streamline your workflow and save you valuable time?" This question prompts the customer to imagine the benefits and assess their interest in your product.

By asking this question, you give the customer an opportunity to visualize the positive impact your tool could have on their daily tasks. It allows them to consider the potential time-saving benefits and evaluate whether your product aligns with their needs and goals.

2.2 - Example in a Consulting Context

In a consulting scenario, a trial close could be used to gauge a client's readiness to move forward with a proposed strategy. The consultant might say, "Based on what we have discussed so far, do you feel confident that our strategy aligns with your business goals?" This question gives the client an opportunity to share their thoughts and concerns, helping the consultant tailor their approach as necessary.

By asking this question, the consultant invites the client to reflect on the discussions they have had and evaluate whether the proposed strategy aligns with their specific business goals. It allows the client to express any reservations or uncertainties they may have, enabling the consultant to address them and make necessary adjustments to ensure a successful collaboration.

2.3 - Example in a Digital Marketing Agency Context

When pitching digital marketing services, a trial close could involve asking the potential client, "How do you envision our services helping you increase your online visibility and generate more leads?" This question encourages the client to envision the potential benefits and express their interest in working with the agency.

By asking this question, the digital marketing agency prompts the potential client to think about the specific ways their services can contribute to the client's online visibility and lead generation. It allows the client to imagine the positive impact on their business and communicate their interest in partnering with the agency.

2.4 - Example with Analogies

Analogies can be a powerful tool in trial closes. For example, a salesperson selling insurance might say, "Think of our insurance policy as a safety net for your loved ones. Just as you wouldn't hesitate to safeguard their well-being, our policy provides that same peace of mind in times of uncertainty. Can you see the value in having that protection?" By using an analogy, the salesperson appeals to the customer's emotions and invites them to consider the importance of the product.

By using this analogy, the salesperson creates a relatable and emotional connection with the customer. It allows the customer to visualize the insurance policy as a means of protecting their loved ones, providing them with peace of mind during uncertain times. This approach appeals to the customer's emotions and highlights the value and significance of the product.

In conclusion, a trial close is a valuable technique for sales and negotiations. It enables salespeople to gather information, address concerns, and assess the customer's readiness to make a purchase. By using trial closes strategically and tailoring them to the specific context, salespeople can increase their chances of closing deals and building long-lasting relationships with customers. Whether you are in sales, consulting, or digital marketing, incorporating trial closes into your approach can make a significant difference in your success.