What type of questions might lead to a trial close during a sales presentation?

Questions that encourage a decision are crucial during a sales presentation as they help to gauge the prospect's readiness to move forward with the purchasing process. These questions typically invite the buyer to consider their feelings about the product or service and can elicit responses that indicate whether they are leaning toward making a purchase. For instance, asking, "How do you feel about moving forward with this solution today?" prompts the buyer to articulate their level of interest or any remaining objections.

In contrast, questions that gather demographic information primarily focus on the buyer's background or context and do not actively advance the sale. Similarly, questions detailing product features aim to inform but do not inherently lead to a decision point. Lastly, summarizing the presentation helps reinforce understanding but does not directly prompt a commitment, which is crucial for trial closing. Therefore, questions that encourage a decision are particularly effective in moving the sales conversation toward a close.