The average person hates to make a decision. They often can't decide on which movie to see Saturday night. Getting the prospect to commit to a major purchase is even more difficult. On the other hand they will add their two cents when it's not their decision. Human nature encourages people to want to share their opinions and thoughts.
People feel important when they are asked their opinion and they feel good giving it.
The trial response tells you how ready the person is to making a buying decision. If you get a highly favorable answer to your trial close you can ask a formal closing question. If you receive a cold or mildly warm response you still need to do some desire development. Create a buying mood with the word yes. By getting your prospect to say yes six times during the presentation you greatly increase the odds of getting a favorable response to your closing statement.