Expert-Secrets full book

we ate, he started asking me casual questions. After a few minutes, he started to
grin. I asked him why he was smiling. He laughed and said, “What’s your head
doing right now?” I realized I was nodding my head up and down—and had
been since the moment we started talking.
He said, “What I’ve been doing is a little technique I call trial closes.” I’ve
been asking you dozens of little yes-or-no questions where the only answer is
yes. You instantly started nodding, and you didn’t stop until I pointed it out just
now.”
He then went on to explain that the reason I didn’t get a table rush was
because the first time I asked the audience to say yes was when I was asking for
their money. “When you watch me speak, you’ll notice that all the heads in the
audience are nodding the entire time. I am constantly asking simple questions to
get people to say yes over and over again, so when I ask them to give me money
at the end, they’ve already told me yes hundreds of times before that.”
I thought that was pretty cool. But to be completely honest, I thought he
was over-simplifying his skills. I didn’t think his trial closes could possibly have
that big of an impact on sales. But I decided to test it out.
At the time, I had an automated webinar that had been running profitably
for five or six months. I listened to the recording and found a few dozen places
where I could add in trial closes. I recorded just the trial closes and inserted them
into the audio file. I didn’t expect much, but what happened was amazing! That
webinar went from making $9.45 per registrant to $16.50 per registrant—just by
me adding in the trial closes.
From that day forward, I was sold. I wrote out simple trial closes on note
cards and put them around my desk. As I worked through my various
presentations, every time I’d see a card, I’d use that trial close. Here are some
examples of trial closes that I’ve used dozens of times in each of my
presentations.
• Are you ready to get started?
• Are you all getting this?
• Is this making sense?
• Can you imagine if that happened to you?
• Who here wants a free copy of __________?
• Would you like to be our next case study?
• You’ve heard them talk about this before, right?
• Isn’t that cool?
• Isn’t that exciting?