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When a Prospect Asks for a Free Trial—

When a Prospect Asks for a Free Trial—Why Saying “Yes” Too Soon Could Cost You the Deal

You’re on a call with a prospect who seems engaged. You’ve followed the process, asked the right questions, and built some momentum. Then comes the moment most sales reps mistake for a buying signal:

“We’d like to take a sample of Week 1 to evaluate whether it’s a good fit before purchasing the full program.”

Or maybe:

“Can we test out the free trial first to see if it works for us?”

This request feels like progress. Many reps assume it’s a green light, rush to provide the trial, and sit back, waiting for the prospect to convert. But when weeks go by with no commitment, reality sets in: The prospect’s “interest” was nothing more than window shopping.

Here’s the truth: Agreeing to a free trial without securing a next step or commitment kills deals.

It’s a common trap because reps think offering the trial shows flexibility, but in reality, it gives the prospect an easy out.

Why Most Reps Get It Wrong

When a prospect asks for a free trial, many reps mistakenly think:

  • It’s a buying signal.
  • The product or service will sell itself once the prospect gets a taste.
  • Saying “no” could damage the relationship.

So they hand over access to the trial without securing any next steps. This leaves them in a weak position, with the prospect in control, and the likelihood of ghosting increases dramatically.

The Michael Pedone / SalesBuzz Method:

How to Respond to Free Trial Requests

Instead of automatically agreeing to the trial and hoping for the best, you need to take back control by asking this simple question:

“Assume for a moment you try the free sample and like it. What happens next?”

This question does three things:

  1. Sets the expectation that the trial is a step, not the end game. You’re making it clear that you expect action if the trial is successful.
  2. Reveals their level of commitment. A serious prospect will have a defined next step—whether it’s moving forward with a decision, involving other team members, or discussing the budget. A prospect who’s “just curious” will give you a vague or non-committal answer.
  3. Eliminates time-wasters. If they’re not ready to commit to the next step, it’s a red flag. This doesn’t mean the deal is dead, but it signals that you need to requalify them or uncover what’s holding them back.

Example Scenario

Let’s say you receive an email like this from your point of contact:

“I spoke with [Prospect’s Name], and they expressed interest in trying a free sample to evaluate it. Please let me know if this arrangement is possible.”

Most reps would jump at this, thinking they’ve won the deal. But here’s the Michael Pedone response:

Thanks for the email. Assume for a moment, you/he take a sample of Week 1 and like it. What happens next?

If they reply with something like:

“If we like it, we’ll purchase access for [number] team members and get started immediately,”

—you’ve confirmed the trial has a real purpose and the potential for closing. At this point, you can proceed with the trial, but now you’re positioned to follow up effectively.

But if their response is vague:

“We’ll see where it goes,” or “We’ll discuss it internally and let you know,”

—you’ve uncovered hesitation. In this case, you need to requalify the opportunity or ask clarifying questions, such as:

  • “What would you need to see in the sample to justify moving forward?”
  • “Who else, besides [Prospect’s Name], would be involved in making the decision if you find value in the trial?”

These questions allow you to identify whether the hesitation is due to internal approval, lack of budget, or a different objection altogether.

Why This Works

Most sales reps give up control by granting trials too quickly, but your job isn’t to give away access—it’s to qualify and close. By framing the trial as a means to an end and securing a commitment upfront, you:

  • Prevent time-wasters from derailing your pipeline.
  • Maintain control of the sales process by dictating next steps.
  • Increase your close rates by focusing on serious buyers.

Final Thought

Never confuse a free trial request with a buying signal. It’s an opportunity to requalify the prospect and secure a clear path forward. If they can’t commit to a next step, you’ve just saved yourself from wasting time.

Want to learn more techniques like this that help you set meetings, close deals, and hit your sales targets faster?

Check out our on-demand sales training program.