How To Dramatically Improve Sales Closing Ratios

A closing question asks for a final decision. A trial-closing question is one that asks prospects for an opinion. Trial-closings should be non-threatening questions that ask how your prospective customer feels about what you have presented. Typical trial-closing questions can build in their directness as these examples illustrate:

? "How does this approach sound?"

? "Which of the two demonstrated packages do you like best?"

? "Do you see how this approach can save you money?"

? "What are your feelings about our guarantee program?"

? "Do you need additional information before making a decision these products and/or services?"

Ron Willingham, one of today's top sales trainers has stated, "From the time you begin your demonstration to the point you feel a close is appropriate, your objective is to get opinions, reactions, feelings or feedback." Without asking trial-closing questions you'll never have enough information to effectively close a sale.

When a sales or service industry professional closes after a presentation, tying off a sale is made much easier when trial-closing questions are executed throughout the presentation phase of your discussion. For example:

"Paul, how do you feel about our program as it has been explained to you?"

- or -

"Paul, can you see how the cost savings in our plan will more than offset the cost of installation?"

When you close on an appointment, tying off an appointment (sale) is made much easier when you use trial closings throughout the conversation. For example:

"Bob, with your busy schedule, would an afternoon or early morning meeting time be best for you?"

- or -

"What this means to you, John, is that you can receive a free analysis on your present services with no obligation to purchase our services. Can you see how a 15, no more than 20 minute meeting might clarify some of your issues with your present vendor and give you the information you need to make a sound decision?"

As you receive a favorable response from your trial closings, it really makes it difficult for your prospects to give you an arbitrary "no," when you later ask them to purchase your product or package of products that you have demonstrated. As you practice using trial-closing questions, you'll watch your closing ratios and profitability dramatically improve.

VIRDEN THORNTON is the founder and President of The $elling Edge®, Inc. a firm specializing in sales, customer relations, and management training and development. Clients have included Sears Optical, Eastman Kodak, IBM, Deloitte & Touché, Bank One, Jefferson Pilot, and Wal-Mart to name a few. Virden is the author of Prospecting: The Key To Sales Success and the best selling Building & Closing the Sale, Fifty-Minute series books and Close That Sale, a video/audio tape series published by Crisp Publicantions a dividion of Thompson Learning. He has also authored a client acclaimed Self-Directed Learning series of sales, coaching & team development, telemarketing, and personal productivity training guides. To obtain a substantial discount on two of Virden's new manuals, 101 Sales Myths and Organizing For Sales Success, check the listings on The $elling Edge, Inc. website at: http://www.TheSellingEdge.com/book1.htm.

No te: You can contact Virden at: virden@TheSellingEdge.com

In The News:


pen paper and inkwell


cat break through


Selling Services

Selling a service isn't the same as selling a product.... Read More

How To Write A Riveting Sales Letter That Closes Sales

How do you get people's attention and build their interest... Read More

Ten Quick Etiquette Tips for Business Lunches

Knowing what to do when meeting a prospective client forlunch,... Read More

Use Bundling To Increase Your Profits And Sales

Use Bundling To Increase Your Profits And Sales An effective... Read More

Why Executives Wont Take Your Call

Do you hang up on telemarketers? 9 times out of... Read More

Give Up the Need to Sell

Most business people will tell you that selling is not... Read More

Customer Loyalty in the Technology Industry

For technology companies, service after the sale has emerged on... Read More

Reviving Dead Clients

Most consultants I've talked to don't spend any time trying... Read More

Web Promotion: 10 Amazing Web Promotion Ways To Jump Start Your Sales

Hello, do you have a website and sell something on... Read More

How to create your own Unique Selling Proposition

Why would a prospect buy from you rather than from... Read More

Increasing Short and Long Term Profits

"I was at your site for all of two minutes... Read More

How To Get Your Mail Past The Gatekeeper And Into The Hands Of The Decision Maker GUARANTEED

There are several ways to get your information into the... Read More

Smooth Sailing (Selling) In The Second Half of The Year

You can make a difference in the second half! You... Read More

Qualifying Your Prospect

How do you respond when an absolute stranger calls, at... Read More

101 Ways to Improve Your Direct Mail Response

1. Mail to your customers more often. If you are... Read More

Picture Yourself a Winner

In the work place, the amount of good things that... Read More

Diverting the Flow of Customers to Your Business

I was a lucky kid when I grew up. Lucky,... Read More

Your Clients Buying What Youre Selling

Linda felt like she had reached a plateau in her... Read More

Selling To Women - Selling To Men - It Isnt the Same

Selling To Women - Selling To Men - It Isn't... Read More

At-ti-tude, n

At-ti-tude, n.One of Webster's dictionaries describes the word attitude as:a... Read More

10 Incredible Ways To Sell Your Products Now

1. Make your reader visualize they have already bought your... Read More

The Trusted Advisor Relationship: What Is It, and What Should It Be?

For the past months, maybe a year, I've been hearing... Read More

5 Ways to Encourage Impulse Purchases

I just bought six square pieces of spongy fabric for... Read More

Your Proposal Was Rejected... But Why?

When a request for proposal (RFP) comes in, you get... Read More

The Problem With Technology At The Point Of Sale In Financial Services

BackgroundThere's a conundrum that currently exists between the customer and... Read More

No Regrets

Here's a chilling thought. If you were to die tomorrow,... Read More

A Stupid Question, but it has to be asked

This is a stupid question but it has to be... Read More

10 Tips To Overcome Your Fear Of Selling

Ahh. Selling. Sometimes, this is a word that is dreaded... Read More

How to Sell Your Products Without Competition

Selling your products at shows can be difficult when you... Read More

Packaging Maketh the Person

The multi million pound cosmetics industry is acutely aware of... Read More

Save Your Breath: How To Sell In Trade Shows Without Pitching

You stand there, in front of your great presentation material,... Read More

Top 10 Ways to Sell your Product or Service While you Sleep - Part 1

Have you wasted valuable time and money on promotion that... Read More

Dr. Seuss?s 3-Step Selling Process

Hello Everyone: Here's a unique look at learning how tosell:... Read More