Assumptive Trial Close
Last updated: 2025-04-11
What is the Assumptive Trial Close?
The Assumptive Trial Close combines two powerful closing techniques: the assumptive close and the trial close. It assumes the prospect will make a purchase but offers a trial period or limited commitment to reduce perceived risk and resistance. This technique is particularly effective for products or services that demonstrate value through experience.
How It Works
The salesperson confidently assumes the sale will happen but frames it as a trial or temporary arrangement. This approach makes it easier for prospects to say "yes" since they're not committing to a full purchase immediately. The assumption is that once they experience the value during the trial, they'll want to continue.
When to Use It
- When selling products or services with demonstrable value through use
- For subscription-based offerings
- When prospects show interest but hesitate to commit
- For products with high retention rates after initial use
- When competing against established alternatives
Example Phrases
- "Let's get you set up with a 30-day trial so your team can experience the productivity gains firsthand. Which day next week works best for onboarding?"
- "We'll start with a three-month pilot in your northeast region. Once you see the results there, we can discuss expanding to other territories."
- "I'll have our implementation team configure the system for your specific needs. You'll have full access for 14 days to validate the ROI before making a final decision."
- "Since you're interested in the premium features, I'll activate them all for the next 60 days. Which email should I use to set up your trial account?"
Advantages
- Reduces perceived risk for the buyer
- Creates momentum toward a full purchase
- Allows the product/service to demonstrate its value
- Overcomes hesitation and procrastination
- Builds confidence through direct experience
Potential Challenges
- May result in trial users who don't convert
- Requires a product that delivers quick value
- Can extend the sales cycle
- May reduce perceived value if overused
Best Practices
- Ensure your trial period is long enough to demonstrate value but short enough to create urgency
- Have a clear onboarding process to maximize the trial experience
- Set specific success metrics for the trial period
- Follow up regularly during the trial to address questions and highlight value
- Make the transition from trial to full purchase as seamless as possible
- Consider offering an incentive for converting after the trial