How is a trial close
The Art of the Trial Close (including tie downs, anchors)
hey it's Michelangelo Caruso I'm doing
sales training here in Illinois and we
talked a lot today in sales training
about something everybody wants to know
everybody wants to know how to be a
better closer because closing of course
is how you get paid babies right if you
can close everything's cool so despite
the fact that there are things like
prospecting and qualifying the prospect
and beating the screener and then your
sales presentation itself and dealing
with Q&A in the sales presentation and
what else allowing the prospect to
actually talk during your sales
presentation remember the best sales
presentation is when the salesman isn't
talking right despite the fact that all
these other things have to happen
everyone wants to focus on the clothes
and how to be better at the clothes I
actually teach twenty-two closes but I
want to tell you something if you're not
setting up the clothes properly it
doesn't matter how many clothes as you
know your sales will suffer in fact one
of the best techniques is something
called the trial clothes and that
happens here and here
and here you might trial close three
times in a one-hour sales presentation
and the reason you do this ladies and
gentlemen is to get the prospect moving
in the right direction to get the
prospect nodding his head yes in
agreeing with you trial closers are very
easy but very underutilized trial close
to sound like this
does this sound good to you so far mr.
prospect you might say what do you think
so far does this sound like it could be
a good fit for you mr. prospect and you
keep nodding your head yes like one of
those bobble heads right because if you
can't get the prospect to do small
little things like nod his head during
the presentation you'll never get the
prospect to do something big at the end
of the presentation like sign a document
or authorize a purchase you see so you
want to use trial closes to set up the
real close my name is Michelangelo
Caruso more sales training tips on
YouTube on Twitter on Facebook and on my
website Michael Angelo Caruso calm
