The Trial Close
About This Video
Most salespeople wait until the very end of the process to ask for the business --- and that is exactly why they lose deals they should have won. John Barrows introduces the trial close, a technique that allows you to gauge buyer commitment and uncover objections long before the final conversation. Unlike the high-pressure closes that give sales a bad name, trial closes are conversational checkpoints that feel natural to both parties. Barrows demonstrates how to weave micro-commitments into every stage of your deal cycle, from discovery to demo to proposal. He also covers what to do when a trial close reveals hesitation --- how to surface the real objection and address it in real time rather than letting it fester until the deal stalls. This is foundational skills training for any seller who wants to stop being surprised by "let me think about it."
What You'll Learn
- •The difference between a trial close and a traditional hard close
- •When in the sales process to deploy trial closes for maximum effect
- •Exact language patterns you can use to test commitment without sounding scripted
- •How to read verbal and non-verbal signals during trial close moments
- •What to do when a trial close reveals resistance --- surfacing and handling objections early
- •How trial closes improve forecast accuracy by surfacing real deal status sooner
- •Why consistent trial closing reduces the "ghosted after proposal" problem
