As part of our sales question of the week series this week we answer a key question on how to determine the purchase intent of the customer when he asks for a demo/ trial.

1. AAyuja © 2013
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Sales Question of the Week
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2. AAyuja Internal and Confidential © 2012
Answer:
You can uncover if the "free demo / trial" request
is a buying signal or a stall with one question:
"Mr. Prospect, assume for a moment you go
through our demo and like it... What happens
next?“
Now your prospects answer will tell you a lot.
Here are a few things to look out for:
1
Question: How do I determine, when my prospect asks for a free demo / trial, if it's a
BUYING SIGNAL or just a STALL TACTIC to get me off the phone?

3. "We Buy It!"
OK great. They are ready to go should
they like your demo. You can tie them
down on time frame and uncover their
purchasing process while getting them
what they need to access the demo.
2

4. "If I like it I'll run it by my boss and
see what he/she says"
UH-OH! Someone (YOU) isn't speaking
with the real decision maker! Time to
back-up because you missed a step in the
qualifying process OR you aren't asking
the right sales qualifying questions.
3

5. "I'll call and let you know (Don't Call
Us, We'll Call You)"
Another UH-OH but this one usually
means you've moved too far ahead in
the sales process and skipped
the problem recognition / create / find a
need phase.
4

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