Trial Close

Early and often

The trial close and the real close are the same. The purpose of this trial close early in the demo is to discover how far along the sales path the client is at that moment. This will help you to focus on the things that you will need to complete the demo and ultimately complete the sale of the software.

Here is an example of a trial close: Bob, you may or may not be ready for this now but I like to be thorough and cover this so there is no question about what will happen when you become a client and you will understand the purchasing process when we get to the end of your demo. First I am going to be sending you today a link to the online license agreement. This is a standard agreement that states you will not give away your software to the world or broadcast it’s signals. I want you to read through it so if you have any questions we can cover them. Once we have the license, we will capture funds for the software, most of our clients will put the purchase price on a credit card or wire the funds in, either way, whatever is most comfortable for you. Once we have the license in-house we will have John Novak assemble your permanent version of the software. Then we will email you an invoice for your purchase for your records. Many of our clients right off the purchase price of the software as an expense to their trading business. Then we will continue with the education for the next six months as we have done during your demo. You will receive 6 months of room time and help whenever you need it. Are you ready to complete the purchase of the program now and put it on a credit card?

This is when the magic begins, wait for your answer. They may say yes let’s get this done and then you can get right into asking for credit card numbers.

If they say no, do not worry; this is your opportunity to gather more information about your client. A response similar to, “ Ok Bob, I hear that you are not quite ready yet, what I would like to ask you is what else do we need to cover so that you can be 100% comfortable by the end of your demo time”. Now you get the magic. They will tell you exactly what they need in order for you to complete the sale.

You can let them up by saying and repeating back to them, Ok, I hear that you need to work on XYZ and here is how we are going to get that done in the next couple of days. Make sure you get them what they need.

Also ask them if there is anything else that they will be needing before they make the purchase? The more objections and roadblocks you uncover here, the smoother the purchase of software will be.

This is also a time to box them in again and have them start thinking of how they are going to pay for the software. “ So if we get this couple of things handled to your satisfaction you will be ready to move forward with the purchase? “ Again, do not give them any wiggle room. This is your last chance to box them in with the things THEY SAY they need to see. You must get the YES you are looking for at this point.

Great Bob, let’s get to work on these items. Make sure you give them a clear path on how their issues are going to be resolved.

Once you have completed this task over the next several days, you will then be able to go back in and use the close one more time.

I know we covered this a couple of days ago but so there is no question what will happen when you become a client and you will understand the purchasing process again. I have already sent you out the license agreement and a link to the online license agreement. This is a standard agreement that states you will not give away your software to the world or broadcast it’s signals. I want you to read through it so if you have any questions we can cover them. Once we have the license, we will capture funds for the software, most of our clients will put the purchase price on a credit card or wire the funds in, either way whatever is most comfortable for you. Once we have the license in house we will have John Novak assemble your permanent version of the software. Then we will email out to you an invoice for your purchase for your records. Many of our clients right off the cost of the software as an expense to their trading business. Then we will continue with the education for the next six months as we have done during your demo. You will receive 6 months of room time and help whenever you need it. Are you ready to complete the purchase of the program now and put it on a credit card?

Close them. Is there any reason why we can’t move forward and do business today? Everyone loves doing business. Enjoy the process, master the process, make tons of sales!