Final answer:
Soft closes are a type of trial close aimed at eliciting a favorable response by assuming the customer is ready to proceed towards purchase, asking questions that suggest a sale without direct pressure.
Step-by-step explanation:
Soft closes are a type of trial close used in sales and marketing to get a favorable or "Yes" response from a potential customer. This technique involves asking questions or suggesting actions that assume the customer is ready to proceed towards a purchase. It is a way to gauge the customer's level of interest and commitment without putting too much pressure on them. For example, a salesperson might ask, "Would you prefer it delivered this Thursday or next Monday?" which implies that the customer has already decided to buy. This is in contrast to a hard close, which is a more direct and often less flexible approach designed to make the customer make a decision on the spot.