The checks the attitude of your prospect toward the sales presentation.

Trial Close

Explanation:

Trial Close is a technique employed towards the end of a marketing presentation and at the time when the marketer wants to gauge if the deal with the prospect is ready to be closed. It s done by asking questions that assume that the prospect has already bought the product.

For example, if a presentation has been done to a couple who wants to install some play equipment in their home, a trial close question can take this form: 'How would the children feel riding on the fancy swing'? This question assumes that the couple has just bought the product and puts them in the mood of someone who owns the product. This would help to gauge the true feeling of the buyers and determine if the marketing had an effect on them.