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.
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?”
- “How do you feel about (insert your benefit here)?”
- “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?”
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.
At Wholesaler Masterminds we assist wholesalers and their leaders by leveraging their strengths, and helping to address their weaknesses. Contact us for more information about coaching or live events.