During his presentation to Mrs. French about a high-end gourmet oven, Brian asks, "Would you prefer black or stainless steel?" This is an example of a

Question

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Brian's question is a trial close, which is a type of sales technique used to gauge a prospect's interest in purchasing a product by offering a choice between two options. In this case, he is asking Mrs. French to choose between black or stainless steel, which assumes that she is interested in buying the gourmet oven and has narrowed down her options to these two finishes.

During His Presentation to Mrs