Step 5 – Trial Close

Your prospect has raised an objection that you have answered and overcome; now what? Firstly, use a trial close, then either return to your presentation or close the sale.

First, use a Trial Close – Ask for Opinion

After meeting an objection at any time during the interview, you need to know if you have overcome the objection. If you have not overcome it, your prospect may raise it again. Whether it resurfaces or not, if your prospect believes that an objection was important, your failure to handle it or your mishandling of it, will cost you the sale. Ideally, all objections raised should be met before closing the sale. So, after responding to the objection, use a trial close to determine if you have overcome the objection.

Ask questions such as:

• That clarifies this point entirely, don’t you agree?
• That is the answer you are looking for, isn’t it?
• With that question out of the way, we can go ahead – don’t you think?
• Do you agree with me that we have covered the question you raised and given you a way to handle it?
• Now that is settled, isn’t it?
• That solves your problem, doesn’t it?

Once you have confirmed overcoming an objection, immediately go to the next SELL sequence step. To signal that the last step is over and that you are moving on, use body language as you speak. That is, make an appropriate gesture, look in a new direction, turn the page of your proposal or shift in your chair - make some physical movement.

Now, do one of two things (assuming you have handled the objection): either return to your presentation or close the sale.

If you are 100% sure that you cannot overcome the objection and that the prospect will not buy, go ahead and close. Always ask for the order. Never be afraid to ask your prospect to buy. The buyer says no to the product – not you. Someone else may walk into the prospect's office with a product similar to yours. Your competitor may also be able to overcome this person’s objection, but he or she may get the sale nonetheless just by asking for it!