Module 9-Effective Trial Close

Course Description: The trial close is a vital step that gives you an opportunity…. one more time to highlight the positives from what you shared with your prospect in the selling step. In the Trial Close, you will focus on the benefits that your prospect will have the greatest interest in. Additionally, the trial close is the best time, if you are selling a product or service, to cover what the costs are. If you are setting an appointment, then this is the step where you will share the benefits of an appointment one final time to encourage your prospect to meet with you.
The Trial Close tests how well you performed your presentation, and if your offer seems valuable enough for your prospect to agree to move forward. However, it’s also a time to encourage any hidden objections your prospect may have, the trial close is where, in your presentation, you want objections to surface. Don’t get discouraged when you get
objections because The Trial Close is precisely the step where you have the opportunity to overcome them.

Some of the most common and uncommon objections you will face are:

 Learn to summarize your selling step benefits
 Powerful trail closing questions that are direct and assumptive
 Encourage hidden objections in this step that gives you greater control when objection handling
 Trail closing more effectively will give you greater control during the objection handling step
Techniques are provided to improve your overall calling experience