Struggling to figure out exactly what your customer is interested in? It might be time for a trial close.

What is a Trial Close?

The trial close, which is a contingency close—“If I do this, will you do that?”—can be a subtle yet powerful tool when used correctly. While trial closes may seem weak and rarely work for large commitments, they are incredibly effective in gauging a buyer’s interest in actually purchasing.

So, how can you use the trial close to your advantage? The next time you’re at that critical stage of the sales process, consider using trial closes to test the waters. For example, you might say, “Hey, if we were to shift the conversation to be more technical, would you find that interesting?” or “If I were to bring a technical consultant with me on the next call, would you find that more compelling to free up your calendar?”

Closing for Interest

By using trial closes, you’re not just closing for a sale—you’re closing for interest. This approach is more likely to get your prospect engaged and help you discover what they really want to talk about.

The key to a successful trial close is its subtlety. When you ask a question based on a hypothetical scenario, you allow your prospect to express their true level of interest without feeling pressured. This can lead to more meaningful conversations and better insights into their needs and priorities.

Keeping it Light

Incorporating trial closes into your sales strategy can significantly enhance your ability to gauge buyer interest and move the conversation forward. It’s a way to validate your prospects’ interest and address any concerns they might have, all while keeping the dialogue open and productive.

Careful application of the trial close can help you better discern your prospects’ interests and needs. By asking the right questions and closing for interest, you can engage your prospects more effectively and move closer to a successful sale. So, next time you find yourself unsure about a customer’s interest, remember the power of the trial close.

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