Closing The Sale Part 2

2. The easiest close is based on a simple multiple choice question... it is often called the “trial close:”

a.  “Did you wish to reserve the red or green linen?”

b.  “Should I tell your valet that guests will be arriving at 7:30 or 8:00pm?”

c.   “Mr. Smith, it seems that you’ve narrowed down your choices to either the lighter hors d’oeuvre event or the tasting buffet, both of which offer guest pleasing solutions. Which of the two shall we use for your event...the hors d’oeuvre menu or the tasting buffet?”

If they answer in a thoughtful manner, they have just purchased an event! You can’t get to this point unless you ask the question.