A test close is used near the end of a sales interaction, before the closing, to see if you're on the the right track and to see if the prospect is receptive to a closing action. A trial close (I call it a "green light question") can also be utilized throughout a sales interaction to see if the prospect is on board with your product, or you, or your company, up to that point.
- You said you need this delivered by next Friday. If we can meet that request, do you think this solution would work for you?
- Could you see this thing-a-ma-bob working out in your home?
- Can you picture yourself using this thing-a-ma-bob?
- You said blah-blah-blah was important to you. Do you think this thing-a-ma-bob takes care of blah-blah-blah?
- You said you've been to several stores today to look for a new thing-a-ma-bob. Now you've found this one and we've spent quite a bit of time talking about it. Do you like it?
- So it seems like you really like our thing-a-ma-bobs, is that correct?
- You like our product; do you feel comfortable doing business with a company like Thing-a-ma-bob World?
- If I figure out the price on this design and the price is acceptable to you, would you place your order for the thing-a-ma-bob?
- You said you wanted the thing-a-ma-bob to do such-and-such. Now that you've learned about our thing-a-ma-bob, do you think it does such-and-such for you?
- Can you picture this in your home? (Or, can you picture wearing this?, etc.)
- You seem like you really like it. Do you?
- This investment plan seems to give you the security you were looking for, but also some growth potential especially after you retire. Do you agree?
- We've narrowed it down to two thing-a-ma-bobs. Do you think we're on the right track?
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Skip Anderson is the Founder and President of Selling to Consumers, a B2C sales training and consulting company. Subscribe to the free Selling to Consumers Sales Tips Newsletter.
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