A trial close is a technique used in the customer interaction (CI) process to test the customer's readiness to make a purchasing decision. A trial close usually takes the form of a question and asks for the customer's opinion on different aspects of a recommendation. These responses, depending on whether they are mostly favourable or not, help determine the most appropriate time to finalise the transaction. By the end of this module, you should be able to:
- Describe the purpose of a trial close,
- Identify the appropriate time to make a trial close,
- Select effective trial close statements and questions.
This module should take approximately 10-15 minutes to complete and will be followed by a short assessment to find out how well you've understood the material covered.