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Topics Covered: <a href='/resources/search/?query=Closing'>Closing</a> | <a href='/resources/search/?query=Sales tips and techniques'>Sales tips and techniques</a> | <a href='/resources/search/?query=Telephone selling'>Telephone selling</a>
Sales Strategy
Oct 2, 2009 | Jim Domanski lock

Are you looking for a close that's easy to use, highly effective AND gets more clients to say 'yes' more often?
Sound impossible?
Maybe not.  Assuming that you have done a decent job in getting to know your client, understanding his needs and providing a solution that fits, the "try" close can increase your success rate. It can do this because the "try close" tackles one of the most frequent but unspoken objections: the risk factor. If you reduce the perceived risk of buying you increase your chances of selling more.
The Try Close

Here's how it works. When it is time to ask for the sale say this,
            "So Laura, would you like to give it a try?"
That's all there is to it.

It seems simple enough but frankly, there's almost a "magical" quality about it. This close is rich in psychology. The reason it works so exceedingly well is the word "try." Try implies that the buying decision the client has just made has a 'temporary' quality to it. At subconscious level, the word 'try' suggests to the buyer that her purchase can be rescinded, returned, reversed, changed, or given back. This implication provides peace of mind and gives the buyer that little extra confidence to go ahead with the decision to purchase.
In the world of tele-sales, the try close is powerful especially with first-time buyers who buyers are often skeptical. They might know your company but they may not know your products well and they probably don't know you at all. Furthermore, because they cannot see you over the phone, there is an added disadvantage.  The try close helps reduce the impact of these factors.
Now, here's the interesting thing. A person can't really 'try' a purchase. Either she purchases or she doesn't. In other words, the client ends up purchasing even if she thinks it's temporary. And assuming that your product is good and lives up to your claims, the client will end up keeping it. They're happy. You're happy.
Another Tip
Here's a tip to making the Try close even more effective: practice. Practice how you deliver it. Your tone should be casual and easy going. You want to give a "no-big-deal-about-it" quality to your voice. If you make the try close sound simple enough, it further reduces the sense of risk.
But What if...
Okay, but what if the client doesn't like the results of your product? What if she wants to return it? What if she wants her money back?
There are two options here. Option #1, comply. Give them their money back. Stand behind your product or service.  Option #2: do what you currently do with your product returns. The try does not mean or imply that the product is free and it does not imply that they will get their money back unconditionally. It means what it says, 'give it a shot and see what you think.'  The vast majority of clients will understand that.
So why not give it a try?

About the Author:

Jim Domanski, President of Teleconcepts Consulting works with companies and indivudals who struggle to use the telephone more effectively to sell and market their products and services

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