Closing a sale, of course, means getting your customer to make an offer or sign a listing. It makes a lot of sense, however, to test the waters so to speak with a series of trial closes or test questions.
Closing questions v. trail closeAsking for the sale is also known as a closing question are direct, like these:
- Shall we make an offer?
- How much down would you expect to put down on this property?
- What needs to happen so you’re comfortable making an offer?
- What do you think of the homes we’ve looked at so far?
- Do you think this backyard might be worth the longer commute?
- How would you change the kitchen?
The why of a trial closeDone properly the trial close is not only a whole lot less risky than closing questions, they actually accomplishes a lot, including:
- Letting you know exactly where you are in the sales process.
- Helping you adjust so you’re meeting the clients exactly where they are.
- Tells you where the problems are so you can solve them.
- Are generally much easier to ask then true closing questions.
- Can lead gracefully to a sale or the discovery that no sale is to be made right now.