How do you follow up with your prospect after a successful trial close?

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Trial closing is a technique that helps you gauge your prospect's interest, identify objections, and move the deal forward. It involves asking questions that elicit a positive response, such as "Does this make sense to you?" or "How do you feel about this feature?" Trial closing questions are not the same as final closing questions, which ask for a commitment or a signature. Instead, they are meant to test the waters and build rapport with your prospect.

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Todd Bradley

1 Why use trial closing questions?

Trial closing questions are useful for several reasons. First, they help you avoid talking too much and losing your prospect's attention. By asking for feedback, you show that you care about their opinion and that you are listening to their needs. Second, they help you uncover any hidden objections or concerns that your prospect may have. By addressing them early, you can prevent them from becoming deal-breakers later. Third, they help you create a sense of urgency and value in your offer. By highlighting the benefits and outcomes that your prospect can achieve, you can motivate them to take action sooner rather than later.

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Amanda Willis

Territory Sales Representative at Phathom
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I’ve started the dialogue here by using check-ins such as: “What concerns to you have that might keep you from moving forward with this today?” “If you were to move forward with this today, what would the best case scenario look like for you?” “What value can you see this product/service offering to your current scenario?”

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2 When to use trial closing questions?

Trial closing questions can be used throughout the sales process, but they are particularly useful during the presentation or demonstration stage. This is when you show your product or service and how it can improve your prospect's situation. These questions help confirm that your prospect understands and agrees with your value proposition and is interested in moving forward. Examples of trial closing questions at this stage include: inquiring about how your offering compares to what they are currently using, what they like most about what they have seen so far, how it would impact their workflow or results, and if they have any questions or concerns about how it works.

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3 How to use trial closing questions?

Trial closing questions are not meant to be manipulative or pushy; they are simply a way to engage your prospect in a dialogue and to guide them towards the next step. To use trial closing questions effectively, ask open-ended questions that invite your prospect to share their thoughts and feelings. Speak positively and confidently, reflecting your belief in your product or service. Give your prospect time to think and respond with pauses and silence. Acknowledge and address their feedback with empathy and active listening, rather than arguing or dismissing their objections or concerns.

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Amanda Willis

Territory Sales Representative at Phathom
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I’ve started the dialogue here by using check-ins such as: “What concerns to you have that might keep you from moving forward with this today?” “If you were to move forward with this today, what would the best case scenario look like for you?” “What value can you see this product/service offering to your current scenario?”

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4 What to do after a trial close?

A trial close is not the end of the conversation, but rather a checkpoint to help determine the next step. Depending on your prospect's response, you may have to provide more information, proof, or value if they are neutral or hesitant. You can ask for their specific objections or concerns, offer a case study, demo, or guarantee, or suggest a smaller or easier commitment. If they are negative or resistant, you may need to reevaluate your fit and qualification. Ask for their honest opinion, criteria or budget, timeline or urgency. You may also have to walk away or follow up later.

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Todd Bradley
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This is a great time to use your Questioning Skills. After a trial close that isn't immediately successful, you may need to ask more open-ended questions to uncover the true objection or hesitation. Questions that begin with Why, How, What and When are a great way to get at the heart of the issue. You should always validate by playing back what you heard and seek validation. This shows that you were listening and really helps build rapport and trust.

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5 How to follow up after a trial close?

Trial closing is not a one-time event, but a continuous process that requires consistent follow-up. After you ask a trial close question, it’s important to document your prospect's response, note any action items or next steps, and schedule a follow-up call or email. You should also continue to provide value and nurture your relationship with your prospect until they are ready to buy. For example, you could offer a special discount if they sign up by a certain date, or send them a testimonial from one of your happy customers who had a similar challenge. If the solution isn't what they're looking for right now, you can still stay in touch and offer to add them to your newsletter list and send them valuable tips and insights every month.

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How do you follow up with your prospect after a successful trial close?

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1 Why use trial closing questions?

2 When to use trial closing questions?

3 How to use trial closing questions?

4 What to do after a trial close?

5 How to follow up after a trial close?

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