When Buyers Say No by Tom Hopkins & Ben Katt

Author:Tom Hopkins & Ben Katt
Language: eng
Format: epub
Tags: Business & Economics / Sales & Selling / Management
Publisher: Grand Central Publishing
Published: 2014-03-31T16:00:00+00:00

Trial close questions can help you gauge how close buyers are to taking action in two ways. First, if buyers are nowhere near taking action, they will tell you that instead of answering your question.

Salesperson: “So, if the board approves the purchase, how soon would you want delivery?”

Buyer: “Whoa, we’re not even ready to discuss this with the board yet!”

In that example, the buyer didn’t answer the question, but she did provide valuable information about how far the board is from making a decision.

If the buyer pushes back on your trial close questions, explain the purpose of your questions. “The reason I am asking is that summer is our slow season, and we can offer more flexibility in scheduling during those months.” Ah, now they see that you are considering ways to benefit them, and they will be more inclined to answer future questions.

Other examples of trial close questions are:

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