The Nail Down or Trial
Close
o
A yes/no question that confirms that
the prospect agrees that the benefit
is applicable
o
If the prospect says no then go back
over this benefit
o
This gives you feedback and builds
commitment
Nail Down or Trial close
should always
be made
o
o
o
o
After making a feature - benefit
sequence
After the presentation.
After answering an objection.
Immediately before you move to
close the sale
Forms of Nail Downs (Trial Closes)
Aren't They?
Aren't you?
Can't you?
Couldn't it?
Doesn't it?
Haven't they?
Hasn't he?
Don't you agree?
Wasn't it?
Hasn't she?
Don't we?
Won't they?
Isn't it?
Shouldn't it?
Won't you?
Isn't that right?
Wouldn't it?
Didn't it?
Standard Nail Down
Example:
Put the nail down at the
end
"After seeing this feature you can really see the benefit.
Can't you?"
Inverted Nail Down
Put the nail down at the
beginning.
Example: "Can't you see the benefit of this feature?"
Internal Nail Down
Embed in the middle of
the sentence.
Example: "After seeing this feature, can't you see the benefit?"
When the customer says something
Tag on Nail Down
positive, reinforce with a nail down.
Customer: "I can see the benefit of that feature."
Example:
Seller: "Can't you?"