While selling sometimes seems like a complicated process when you first begin to delve into its finer points

While selling sometimes seems like a complicated process when you first begin to delve into its finer points, you will find that as you progress in your knowledge and skills, it is often the simplest things that help you close the sale. Trial close questions are simple . . . but they lead you and your customer right into the close.

ADVANCED SELLING TECHNIQUES, WEEK #19

TRIAL CLOSE QUESTIONS

One reason salespeople are unsuccessful at closing is because they fail to use trial close questions throughout the sale. Do you know the difference between a trial close question and a closing question?

Its' simple: A trial close question is one that asks for a customer’s opinion. A closing question asks for a customer’s commitment.

Trial close questions are those such as, “What do you think about the size?”, “How do you like the shape?”, and “Do you like the color?” Ask two or three trial close questions during your presentation. Get the customer to say “yes” or respond positively to your opinion-based questions and you'll find the close to be simply a continuation of a pleasant conversation.

Have a wonderful selling week and here's my best tip of all . . . enjoy what you're doing!
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Have you checked out our E-book, Managing a Growing Jewelry Store in a Highly-Competitive Marketplace, at our Web site www.JewelrySalesTraining.com? We've been getting some extremely positive comments from those who are already using it. You can reach me with questions or comments at 1-800-338-5831 or e-mail me at info@JewelrySalesTraining.com.