That thud you just heard was the sound of another advisor appointment ending.
The thud was caused by the wholesaler failing to do anything to move the sales process forward at the end of the meeting.
What if, instead of a thud, your meeting ended on an up-tick?
Previously we wrote about closing in 8 Ways to Always Be Closing.
Yet even before you bring the appointment to an end, and have mutually agreed upon next steps that will help move the advisor towards a sale in your product, there are important questions that you should be asking along way.
Different then a closing technique, the Trial Close allows your prospect to share in the selling process by offering their opinion – an opinion that you have solicited.
The trial close should be used as you move through your presentation.
Use it after you overcome an objection.
Use it after you answer a question.
Importantly, after you ask these questions that will help you glean insights into the effectiveness of your presentation, you need to:
- shut up
- read between the lines
Shut-up: give the advisor a chance to answer the trial close question in its entirety, without jumping in to interrupt and defend your position.
Listen: use your Active Listening skills to demonstrate that you are laser focused on the advisor’s answer.
Read between the lines: stay keenly tuned into how the advisor responds, including their choice of words, intonation and nonverbal body language.
47 Examples of Trial Closes
- “How do you feel about (insert product name/type) so far?
- “This is a lot of data, does it make sense to you?”
- “Are you with me?“
- “Am I missing anything?”
- “Is this (insert product /feature here) checking the right boxes?”
- “Could you see yourself adding this to your existing lineup?”
- “Does this make sense?”
- “How does that sound?”
- “Do you see what I mean?”
- “Would this be of benefit to your clients?”
- “What haven’t I covered that is important to you and your clients?”
- “Does this solution seem to address your clients’ main concerns?”
- “From what we’ve discussed, is this in line with what you’re looking for in client portfolios?”
- “Can you see how this might be beneficial in your client’s situation?”
- “How do you feel about what we’ve discussed so far?”
- “Would this work within your current clients’ financial plan?”
- “What’s your impression of this solution?”
- “Is there anything else you need to know before we proceed further?”
- “Is this strategy aligning with your vision for your clients?”
- “How does this compare to other products you’ve considered?”
- “Do you think this could help meet your clients’ goals?”
- “Does this solution seem like it might be a good fit for your client’s needs?”
- “Is there anything preventing you from moving forward with this solution?”
- “What are your thoughts on the specifications we’ve reviewed about this product?”
- “Are there any other questions I can answer for you about this product/strategy?”
- “Can you see your clients using this solution effectively?”
- “What are your impressions of the features we’ve discussed?”
- “Does this proposal match your expectations?”
- “What aspects do you like the most about what I’ve presented?”
- “Could this solution simplify the way you manage your clients’ portfolios?”
- “Based on our conversation, do you feel this could be a good match for your clients’ needs?”
- “How does this option align with your clients’ long-term plans?”
- “Is there anything else you’d like to see in this proposal?”
- “Does this align with your current investment strategy?”
- “Can you see this solution providing the value you’re seeking for your clients?”
- “What would your ideal next steps be from here?”
- “Are there any obstacles you foresee if we were to move forward with this?”
- “Would you be comfortable presenting this to your clients or other decision-makers in your firm?”
- “Do you need further clarification on any points we’ve discussed?”
- “Can you see this solution positively impacting your clients’ wealth accumulation?”
- “Do you have all the information you need to make a decision?”
- “If we resolved the issues we’ve discussed, would you be ready to move forward?”
- “Do you think this strategy aligns with your clients’ risk tolerance?”
- “How do you feel about the risk/reward balance we’ve discussed today?”
- “Would you like me to go over any sections of the presentation again?”
- “Are there any concerns you might have about the market conditions with regards to this strategy?”
- “Could you see yourself recommending our financial solution to your colleagues or peers?”
The intention behind each of these trial closes is to gain a better understanding of where the advisor stands in terms of adopting the products or solutions you’re offering.
Use their responses to guide your conversation and address any hesitations they might have.
When used effectively, trial closes allow you to take the temperature of the advisor as you make your way through the presentation and allow you to collect intelligence that will enable you to formulate a compelling way to move the sales process forward.