Which method is effective for assessing a customer’s readiness to make a purchase?

Utilizing a trial close is an effective way to assess a customer’s readiness to make a purchase because it allows the sales associate to gauge the customer's interest and commitment without pressure. A trial close involves asking questions that encourage the customer to consider moving toward a decision. For example, suggesting a potential next step, such as discussing payment options or confirming product details, inspires the customer to articulate their feelings and preferences regarding the purchase.

This method also helps identify any lingering objections or questions the customer may have. By encouraging an open dialogue, the salesperson can address concerns and tailor their approach accordingly, fostering a more personalized customer experience. This ultimately helps build trust and rapport, which are crucial factors in the purchasing decision.

In contrast, aggressive sales tactics can create a negative experience for the customer, making them feel rushed or pressured. Ignoring customer questions undermines the relationship and can lead to frustration and uncertainty about the purchase. Limiting product information may prevent the customer from making a fully informed decision, which is likely to hinder rather than enhance their readiness to buy.