#TRIAL #CLOSES

Trial Closes

Years ago, I heard rumors' of a guy nicknamed “The Pied Piper of Real Estate”. His real name is Ted Thomas, and he is a real estate speaker famous for being so good at selling from the stage that he would have hundreds of people line up behind him, waving their credit cards in the air and walk back of the room to buy his program. One day I had the chance to witness this in person and it was on of the coolest things I had ever seen.

A few years later, I was speaking at an event and noticed that Ted was in the audience. I was so nervous. One of the best closers in the world was about to watch me close this room. I did my best to ignore the butterflies in my stomach and delivered a pretty good presentation. While I get a lot of signups. I didn’t get a huge table rush.

After my presentation, Ted introduced himself and invited me to a lunch. As we ate, he started asking me casual questions. After a few minutes he started to grin, I asked him why he was smiling he laughed and said, “what is your head doing right now?” I realized I was nodding my head up and down....and had been since the moment we started talking.

He said, “What I have been doing is a little technique I call trial closes.” I ‘ve been asking you dozens of little yes-or-no questions where the only answer is yes. You instantly started nodding and you didn’t stop until I pointed it out just now.”

He then went on to explain that the reason I did not get a table rush was because the first time I asked the audience to say yes was when I was asking for their money. “When you watch me speak, you ‘ll notice that all the heads in the audience are nodding the entire time. I am constantly asking simple questions to get people to say yes over and over again, so when I ask them to give me money at the end, they have already told me yes hundreds of time before that.” - Russell Brunson

I think this is a good piece I have read on this subject