A common mistake that many agents make when dealing with buyers and sellers occurs when a client asks a buying question. An example of a closing question would be the following:
A buyer asks, “do you think the seller would take $260,000?”
This can be an ideal opportunity to use a trial close. A trial close is a question an agent asks that will determine whether the prospect is ready to sign an agreement. Many agents who are eager to put a deal together will answer a question affirmatively or suggest that the prospect give it a try. A typical agents response to the question the above buyer asked would be:
“They may accept $260,000. Let’s give it a try.” A much better approach to handling the above question using a trial close, would be the following:
“If the seller were willing to accept $260,000, would you go ahead with the purchase?”
The buyers response to the trial close above will let the agent know immediately whether the buyer is ready to move forward. It creates a trial close, like the one above, and makes it easier for the buyer to move forward with the purchase. When an agent doesn’t take advantage of a trial close, an opportunity to identify serious concerns that a buyer or seller has, maybe missed. Trial closing is an important salesmanship skill to develop. Several examples are listed below.
Buyer: “Do you think the seller would pay closing costs?”
Trial close response: “If the seller will pay closing costs, would it make sense to buy this home?”
Buyer: “Do you think we can qualify for the payments on this house?”
Trial close response: “If you do qualify for the payments, do you want to move ahead with this home?”
Seller: “Will you have open houses if I list with you?”
Trial close response: “If our open house schedule meets your approval, can we go ahead and put the agreement together today?”
Seller: “Do you think the buyers are willing to pay $10,000 more?”
Trial close response: “If the buyers will pay $10,000 more, would that meet with your approval?”
If the answer to a trial close is no, than addressing the question, or objection, could be a waste of time. A positive response brings the transaction much closer to completion.
Be sure to use the trial close when any serious buying question is asked.