Agents In Action - Education, Inspiration, And Strategies For Real Estate Agents | Realtors

There are several types of closes.  Today, we’re going to focus on 2 of the most common. Mastering the use of these two will allow you to book more appointments and close more sales. Trial Close. Alternative Close. Trial Close - What is it? The trial close is the salesperson's MVT.(most valuable tool)  It's like a thermometer or blood pressure cuff – it's a critical diagnostic tool used to assess a situation…or better yet, assess how our prospect feels about the product or service we are selling. A Trial Close is a 'closing technique' to test or determine whether our prospect or client is ready to make a buying decision. Trial closes are questions designed to get the customer in the habit of saying yes before you ask your final closing question. What happens most of the time is we do all the talking and leave them out of the conversation, not knowing what’s on their minds, not getting any diagnostics to work with and then all of a sudden ask for them to make a decision - Allow them to go through a decision