Quit Selling Scared

My friend David Lewis wrote a blog suggesting the 'Trial Close' is an outdated concept and that it bothers the customer and you should stop using trial closes immediately. But really?

One of my favorite trial closes, "do you guys have any other reservations or reasons for not moving forward?" Is this one question going blow a deal? Can any one thing or question cause someone not to buy from you? Or is David really trying to avoid the possibility of rejection unwilling to deal with the reality that he may not have the right product or the customer is not yet sold?

STRONG sales people CONTROL the customer experience and don't just let it happen or wait for it to happen. Do not believe this nonsense that you have to tiptoe around the customer to get the deal. Selling scared will result in nothing. The true sales pro's can tell a customer almost anything and get away with it once he is be perceived credible by the customer.

It is my belief that no 'one' question can blow a sale if the customer truly believes the product will solve the their problem.

A GREAT sales person is not a SCARED sales person. They don't act scared, they don't tiptoe and they don't walk on eggshells. You can't worry about what NOT to say. Focus on having control, demonstrating confidence and being credible. Know you game cold and act like it. Nothing good comes to people that act scared. The Bible says, "Be bold and mighty forces will come to your aid."

Grant Cardone

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Comment by Deward Gray on June 13, 2014 at 2:52pm: The one thing that continues to bother me with David Lewis' approach is that he never provides an example of that magic moment when he asks for the sale. Mr. Lewis please provide one clear example of your process in action; an example of when you "made the best presentation imaginable and then when the time was right, shot all your bullets at asking for the sale".

Comment by Larry Hayes on June 13, 2014 at 9:47am: By the way, my video is on our facebook page at www.gaylordfordlincoln.com, it's titled Little Larry, check it out, it's hilarious!

Comment by Larry Hayes on June 12, 2014 at 1:38pm: I am in favor of the trial close. Grant is totally correct on this one. It lets you know where you are in the close process.

Comment by David Lewis on June 12, 2014 at 11:36am: One of the benefits of our great industry is that there are so many great ideas for how to sell and close car deals. Grant is clearly in favor of some form of trial close and I am not. The important thing to remember is that we are both right and you have to be the one who decides for yourself which concept is going to work best for you.

My belief is based on a 5 year study of the Customer. The Customer clearly states they do not like our sales process. They accept it, but do not like it. That conclusion is based on two factors. First, they tell us that and second, they visit us with a very apprehensive and defensive posture.

If we know they come to us so defensive, then why would we ever do anything to raise that posture? If they come to us with a preconceived notion of our process, why wouldn’t we want to catch them off guard and do the opposite?

Do trial closes work? Of course they do. Do trial closes make the Customer more defensive? Of course they do. And I don’t think anyone can argue those two facts. Do we at times attempt trial closes and get responses from the Customer that we do not want to hear? And again, of course. So why do them?

Why not just make the best presentation imaginable and then when the time is right, shoot all your bullets at asking for the sale. If you utilized a trial close during the sales process and you got a favorable response, you would have still gotten that favorable response when sitting at your desk when you ask for the sale. And let me add, that is the only place you want to ask for the sale. So why take the chance of that response being one you do not want to hear?

Every time you trial close you are indirectly asking the Customer to buy the car. You may not think you are doing that, but you are. And personally, I am not ever going to take the chance to make my Customer more defensive during the sale process or would I ever want to create an opportunity for them to make a negative response during the sales process and that can happen when a trial close is utilized.

But here again is the best part of all. You are the one that has to decide which is best for you. Why? Because my philosophy is right and Grant’s philosophy is right. You just have to decide which one is right for you. Whichever one you choose, just work that process to the best of your ability.

And I think there is one thing that both Grant and I can agree with, and that is, we both want you to be successful.

Comment by Demetrius Walls on June 10, 2014 at 11:53pm: Sooooooooooo true brother. Shy salesman eat Top Roman & Spam

Comment by Daniel Kavanagh on June 10, 2014 at 3:46am: I absolutely thrive on the trial close it gives you a pure indication as to how close you are to actually closing the deal; customers want to be 'sold to' and for the person that doesn't dare the answer in your head will always be a "NO" if you fear rejection or take it personal; sales is not for you....

NEVER sound bitter when a prospect tells you that you have lost the deal because a new opportunity for future sales has just opened:-

When I lose a deal (like we all have done) I make it my business to to thank the customer / prospect for the new business opportunity, ( ask them for one referral, in their mind it offers a small consolation prize for not dealing with you) I offer the services of the garage for servicing, parts & accessories get to 'know' him / her better & the next time they are in the market..... done deal with them the family & friends

When you create enough rapport, buying desire & come across as honest ( very important in sales, when a prospect trusts & believes in you) the rest is a customer for a long, long time.

Happy Selling Guys..... enjoy it be happy & positive.

Comment by L Wittrock on June 9, 2014 at 3:36pm: I could not agree more. I have sold and managed at the biggest stores-Longo toyota and The House of Imports MBZ,

I had to lead, guide and trial close my way in sales since 1968. This is a pro-active industry and people do expect to be asked to buy.

Comment by Bruce LaVerdiere on June 5, 2014 at 6:04pm: David seems to be on a "please dont offend" or "be careful because the customer has their defense mechanisms up" kick. I have been closing deals since 1988 and have travelled the country doing so. Things have sure changed yes, but one thing that has never changed is that If the salesperson has created value, completed the "steps", including the service walk/tour dealershi[, and developed trust and a good relationship, he has the right and has earned the right to not just trial close but CLOSE period. Lean on the pen sir! Customers need a push, its too competitive with dealers selling the same brands across town NOT to put some HEAT, in a nice way of course, always using the art of the english language, and tactfully, on todays customers. FACE THIS: If they leave your store they are buying at someone elses! Put that in your pipe because you aint putting any CASH in your pocket baby! End of story.