WEBVTT

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According to my manager,
I’m a “weak closer,”

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but I’ve spent so much time
developing these relationships

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that I really don’t want
to come off as pushy.

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So what I do is spend time
laying out all the details

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and eventually the light bulb comes on for them.

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You know, if you compare
me to the rest of my team

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my average sales are pretty much
the same as everyone else

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So, who’s right…my manager or me?

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Obviously, your perception
of when you’ve built

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enough sales momentum to close the
business is different from your manager’s.

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The only way to tell who’s
right is to use trial closes

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earlier in your sales cycle
than you normally would.

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A trial close lets you test the
sales momentum you’ve built

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without asking for a final yes or no.

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Asking your prospect something like,

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“If I could show you how we can improve
upon the results you’re now getting,

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would you consider letting us quote?"

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Give that a try and it might surprise you

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at how much sooner the prospect is
ready to move forward than you are.