--- title: "Trial Closing \"Could this work for you?\"" description: Now, imagine how much more relaxed and enjoyable the day would have been if my grandfather had been able to trial close a few times before popping the question. If only he could have arrived for a vi image: https://info.clearevaluations.com/hubfs/ronald-colman-403399_1280.jpg --- [![ClearEvaluations](https://info.clearevaluations.com/hubfs/ClearEvaluations-May2017/Images/ce-logo-web-sm.png "ClearEvaluations")](http://clearevaluations.com/) - [HOME](http://clearevaluations.com/) - [MYSTERY SHOPPING](https://clearevaluations.com/mystery-shopping/) - [ABOUT](http://clearevaluations.com/about-mystery-shopping-companies/) - [PORTFOLIO](http://clearevaluations.com/sales-training-mystery-shopping/) - [SERVICES](http://clearevaluations.com/mystery-shopper-services/) - [BLOG](http://blog.clearevaluations.com) - [SHOPPERS](http://clearevaluations.com/services/#) - [Careers](http://clearevaluations.com/secret-shopper-jobs/) - [Shopper Login](http://clearevaluations.com/shopper-login/) - [Upload Video](http://clearevaluations.com/upload-video/) - [Upcoming Events](http://clearevaluations.com/upcoming-events/) - [CLIENTS](http://clearevaluations.com/client-login/) - [CONTACT](http://clearevaluations.com/contact-us/) [![ClearEvaluations](https://info.clearevaluations.com/hubfs/ClearEvaluations-May2017/Images/ce-logo-web-sm.png "ClearEvaluations")](http://clearevaluations.com/) - [HOME](http://clearevaluations.com/) - [MYSTERY SHOPPING](https://clearevaluations.com/mystery-shopping/) - [ABOUT](http://clearevaluations.com/about-mystery-shopping-companies/) - [PORTFOLIO](http://clearevaluations.com/sales-training-mystery-shopping/) - [SERVICES](http://clearevaluations.com/mystery-shopper-services/) - [BLOG](http://blog.clearevaluations.com) - [SHOPPERS](http://clearevaluations.com/services/#) - [Careers](http://clearevaluations.com/secret-shopper-jobs/) - [Shopper Login](http://clearevaluations.com/shopper-login/) - [Upload Video](http://clearevaluations.com/upload-video/) - [Upcoming Events](http://clearevaluations.com/upcoming-events/) - [CLIENTS](http://clearevaluations.com/client-login/) - [CONTACT](http://clearevaluations.com/contact-us/) # Trial Closing "Could this work for you?" 19 April 2018 ### **Trial Closing** ***"Could this work for you?"*** As a child, I loved listening to my grandmother talk about life in the late 1800's, and as I approached my teen years, was fascinated by her stories of how young people "courted" in those days.  As was typical of proper ladies in the Deep South at the time, dating took place on the front porch swing in the company of her rather large family.  My grandparents kissed for the very first time when they were pronounced man and wife! So, what does my grandmother's love life have to do with sales?  Nothing!  It's my *grandfather* you should focus on.  When he proposed to my grandmother, he had no way of knowing whether she was ready to make that commitment.  There had been no prior affirmations of love; no hint that her interest in him went beyond friendship. Now, imagine how much more relaxed and enjoyable the day would have been if my grandfather had been able to trial close a few times before popping the question.  If only he could have arrived for a visit, dressed to impress, and asked, "After seeing this handsome devil, can you picture yourself in these arms?"  Her smile -- or the lump on his head -- could have eliminated any apprehension he had about the timing of his close.   **TAKE THE FEAR OUT OF CLOSING** Why are so many sales associates reluctant to ask for a purchase commitment? - Afraid of rejection - Unwilling to pressure the client - Fear of failure - Worried about overcoming objections These are issues that have plagued nearly everyone in the sales profession at one time or another.  For some, the anxiety associated with closing is almost paralyzing. Trial closing can help relieve this physical and emotional pressure by allowing you to make several "mini-closes" throughout your presentation; stepping stones, if you will, toward the Grand Finale'!   **The Purpose of the Trial Close** The trial close is a question asked during a presentation for the purpose of gaining feedback or confirmation from the customer about information you feel is important.  You aren't asking him to sign on the dotted line; you are simply asking him to agree that something "meets his needs," or "is valuable." Using trial closes in a relaxed manner as you tour a home, home site or community will engage the customer in conversation and gain a lot of small agreements in the process.   **Suggestions for When to Use a Trial Close** 1.         **After any part of your presentation** ask, "Does that make sense," or "How does that     sound?" Listen carefully to what they say and *how they say it*. 2.         **Any time you point out a benefit or specific value** ask, "How would you use that?," or "Would that be beneficial to you?" 3.         **Throughout your presentation** ask, "Do you have any questions so far?" Be sure to ask this question often! 4.         **After you overcome an objection** ask, "Would this solution work for you?"   **Practice, Practice, Practice** I can't over emphasize the importance of practicing the use of trial closing.  Why?  Because trial closing should become as natural as breathing. The trial close is the only way you, as a sales associate, can possibly know - at all times - where your customer is in the sales process.  Only by asking open-ended questions at fairly frequent intervals will it be possible to determine when or if your customer's interest level fluctuates between cold, hot, and indifferent.  The last thing you want is to ask for the sale only to have the customer walk away because you missed something important. When viewing video mystery shops, I see so many sales associates ask few questions, begin their presentations prematurely, and jump to the close much too soon.   An estimated 30% of them fail to utilize trial closes.   **"Could this work for you?"** Whether it's called "courting" or trial closing, building rapport . . . truly understanding another person's wants and needs . . . is the least stressful, most successful means of securing that all-important commitment.   Make trial closing a habit and watch what happens!   Until next time . . . *Nancy [![New Call-to-action](https://hubspot-no-cache-na2-prod.s3.amazonaws.com/cta/default/3308675/90992a50-8410-45d6-8bd4-48ad20c18140.png)](https://hubspot-cta-redirect-na2-prod.s3.amazonaws.com/cta/redirect/3308675/90992a50-8410-45d6-8bd4-48ad20c18140)* Categories [Blog](https://info.clearevaluations.com/topic/blog) [Sales Training](https://info.clearevaluations.com/topic/sales-training) [Trial Close](https://info.clearevaluations.com/topic/trial-close) [Video Mystery Shops](https://info.clearevaluations.com/topic/video-mystery-shops) [Video shops](https://info.clearevaluations.com/topic/video-shops-2) More Posts ### [Next Three Key Methods for Acquiring and Retaining Clients](https://info.clearevaluations.com/three-key-methods-for-acquiring-and-retaining-clients) ### [Previous Become A Sales Enthusiast](https://info.clearevaluations.com/become-a-sales-enthusiast)  ### Recent Posts ### Archives - [August 2018 (5)](https://info.clearevaluations.com/archive/2018/08) - [July 2018 (4)](https://info.clearevaluations.com/archive/2018/07) - [September 2018 (4)](https://info.clearevaluations.com/archive/2018/09) - [October 2018 (4)](https://info.clearevaluations.com/archive/2018/10) - [March 2015 (2)](https://info.clearevaluations.com/archive/2015/03) - [June 2018 (2)](https://info.clearevaluations.com/archive/2018/06) - [November 2018 (2)](https://info.clearevaluations.com/archive/2018/11) - [December 2018 (2)](https://info.clearevaluations.com/archive/2018/12) - [January 2019 (2)](https://info.clearevaluations.com/archive/2019/01) - [March 2013 (1)](https://info.clearevaluations.com/archive/2013/03) - [June 2013 (1)](https://info.clearevaluations.com/archive/2013/06) - [August 2013 (1)](https://info.clearevaluations.com/archive/2013/08) - [January 2015 (1)](https://info.clearevaluations.com/archive/2015/01) - [May 2015 (1)](https://info.clearevaluations.com/archive/2015/05) - [July 2015 (1)](https://info.clearevaluations.com/archive/2015/07) - [September 2015 (1)](https://info.clearevaluations.com/archive/2015/09) - [January 2016 (1)](https://info.clearevaluations.com/archive/2016/01) - [May 2016 (1)](https://info.clearevaluations.com/archive/2016/05) - [September 2017 (1)](https://info.clearevaluations.com/archive/2017/09) - [October 2017 (1)](https://info.clearevaluations.com/archive/2017/10) - [November 2017 (1)](https://info.clearevaluations.com/archive/2017/11) - [December 2017 (1)](https://info.clearevaluations.com/archive/2017/12) - [January 2018 (1)](https://info.clearevaluations.com/archive/2018/01) - [March 2018 (1)](https://info.clearevaluations.com/archive/2018/03) - [April 2018 (1)](https://info.clearevaluations.com/archive/2018/04) - [May 2018 (1)](https://info.clearevaluations.com/archive/2018/05) see all [![ClearEvaluations](https://info.clearevaluations.com/hubfs/ClearEvaluations-May2017/Images/ce-logo-web-bw-sm.png "ClearEvaluations")](http://clearevaluations.com/) © 2017 Clear Evaluations / [WEB DESIGN](http://www.owdt.com) : [OWDT](http://www.owdt.com)