Closing Technique 4: Psychological Closing and Trial Offer in a Sales Presentation

For products and services that have low variable cost (e.g., online services, email marketing engine), the psychological closing and trial offer methodology works the best to help close the deal.  This methodology also works well for products or services that are new to the market and requires customers to change their existing behaviours.

You can simply follow these steps to do a psychological closing and trial offer:

1. Ask your prospective customers whether they have any questions.  Answer all their enquires.
2. Ask your prospective customers if you are making sense so far.  Is there anything that requires clarification?  Solve all their concerns.
3. Tell your prospective customers that they might have questions about what you say and promise today.  Therefore, what you will do is to let them try out your products and services.  They can have the opportunity to experience your products and services themselves and then decide whether they want to buy from you.
4. Tell them the next steps and what you will do to get them started.

Some sales professionals like to waive some costs if prospective customers are willing to take the offer right after the trial period.  Some sales professionals like to get some cash back from their prospective customers by asking them to join extra training and tutorials after the trial period. 

Be extremely cautious on how long you allow your prospective customers to try out your products and services.  If the trial period is too short, your prospective customers might not like to bother changing their existing behaviours.  On the other hand, your prospective customers might not need to buy your products and services anymore if they have already captured the necessary benefits during the trial period.

This is a fantastic closing technique especially during an economic recession.  Your prospective customers might have the need for your products and services but do not have the money at the moment.  They might not see the urgent needs of using your products and services.  However, once they have changed their habits and daily behaviours given your products and services are great, they will commit to buying from you after the trial period.

To build professional-looking presentation, download free powerpoint templates here.

You can now easily make your own Who Wants to be a Millionaire Flash Game. You can put your own questions to the game and show it in your presentation or on your own web site.

• 20 Video Lessons from World Class Presenters
• Brian Tracy's Top 3 Motivational Speeches
• Robin Sharma’s Giant Advice for Success
• Brian Tracy's Sales Millionaire Techniques: The Power of Asking

• Things to Do Right Before a Great Presenter Go on Stage
• Start and End a First-Class Presentation with Inspiring Quotes
• University A++ Presentation Tricks Series: Dual Speakers Presentation
• Killer Animation Slides for PowerPoint
• Porter 5 Forces Analysis
• Frequently Used Model in Presentations: BCG Matrix

• Slide Transition
• Entrance Custom Animation Part I - On-Click Animation
• Entrance Custom Animation Part II - Timed Animation