My friend David Lewis wrote a blog suggesting the 'Trial Close' is an outdated concept and that it bothers the customer and you should stop using trial closes immediately.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