Do you ever realize how some experienced salespeople are reeking with confidence in their sales presentation while constantly closing more deals? The secret is that they are consistently using the Assumptive Close.
The phycological benefit of the assumptive close may be the most important of them all. By using this correctly, you will be able to turn a “no” into a “yes,” in the blink of an eye.
Although this may sound simple to use if you don’t use it correctly, you’ll come across as a salesperson who doesn’t listen and shows no empathy for your client’s/prospects wishes.
Using the Assumptive close effectively, you will notice the number of sales and deals you make skyrocket and take you to the next level in business.
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What Is The Assumptive Close
The Assumptive Close technique is a strategy used by salespeople to bring the sale to a close, by assuming that the sale has been made.
In other words, this close works by assuming the prospect has already decided to buy your product or service.
The Assumptive Close is also used to get closer to the sale by assuming the prospect’s needs and then providing a solution.
Let’s use an example to better understand how the Assumptive Close works.
Suppose you are a salesperson for a new car dealership. You are giving a presentation to a prospective buyer on the latest models of cars.
During your presentation, in a non-joking way, you might say something like, “When do you plan on taking delivery of your new car?”
This is an assumptive close because you assume the prospect has already decided to buy a car from your dealership.
Using this technique can bring the sale one step closer to completion.
Why Use The Assumptive Close
The Assumptive Close technique is an effective way to close a sale for several reasons.
- It’s a huge psychological advantage for a salesperson to have. When you respond to a prospect’s questions and objections as if they’re buying from you, a few things happen.
In some cases, the prospect may feel bad about backing out because they see how excited and committed you are to helping them. They may feel bad for telling you “no,” therefore, they will continue with the purchase.
- It shows confidence on the part of the salesperson. When you use this technique, you are essentially telling the prospect that you are confident they will buy from you. This can be very persuasive and maybe just the push that the prospect needs to make a buying decision.
When a prospect is dealing with a helpful and confident salesperson, it makes them want to do business with that person. Almost as if the prospect feels safe and secure in your hands and recommendations.
- The Assumptive Close can be used to jumpstart the sales process. In most cases, the salesperson is the one who needs to take the first step in closing the sale. Using this technique, you can get the ball rolling and put the prospect on the path to buying from you.
The first step into making a sale is assuming it’s already made.
- The Assumptive Close can be used to uncover objections. In some cases, a prospect may have objections to buying that they’re not aware of. By assuming the sale has been made, you can force the prospect to address any objections they may have.
This helps push the sale forward and can be very valuable information for the salesperson to close the deal.
- The Assumptive Close creates a sense of urgency. When you use this technique, you tell the prospect that they need to buy now. This can be very persuasive and help in closing a deal.
Urgency is a powerful motivator and can be a key factor in closing a sale.
- The Assumptive Close can increase the perceived value of your product or service. When you use this technique, you are telling the prospect that your product or service is in high demand.
By using the Assumptive Close, you increase the perceived value of what you’re selling. If you’re not using this technique, you’re missing out on a key element of the sales process.
Five Steps On How To Use The Assumptive Close
As already mentioned, the Assumptive Close is one of the most valuable closes to use. Here’s a quick step-by-step process on how to use it.
- Always smile and or have a positive look and attitude when presenting and responding to the prospect.
- Don’t ask for permission to go forward with the deal. As soon as you present your product, assume the prospect said “ok,” and explain how the process works to get everything started.
- If the prospect gives an objection, provide an appropriate rebuttal while responding with a positive tone as if they said “yes.” After you give a rebuttal, assume they said “ok” and move forward with the sale.
- Use your smile/positive attitude for everything, even if the prospect becomes combative. Have the mindset that you’re on their side and trying to help.
- Continue with this throughout the entire presentation.
When To Avoid The Assumptive Close
The Assumptive close is so important to use in making sales and closing deals that it’s always necessary to use.
This is why it’s vital to learn how to overcome sales objections. As a salesperson, when you combine and master the technique of giving rebuttals with the Assumptive Close, you’ll naturally increase the number of sales you make.
This does not mean you will make a deal with every prospect you come across. You’ll still come across your “No’s,” but if you’re presenting to qualified prospects, you’ll position yourself to turn many of those “No’s” into a “Yes.”
If you’re ever in doubt about using the Assumptive Close, think about how much more effective it would be to use this technique rather than not using it at all.
In most cases, the Assumptive Close will only help you close more sales and increase your chances of success.
Five Benefits Of Using The Assumptive Close
There are many benefits of using the Assumptive Close. But here are the top five that you should know about.
- The Assumptive Close will help increase your closing rate.
This technique is powerful because it helps push the prospect forward in the sales process. Being that sales are a numbers game, assuming the sale has been made will dramatically increase your chances of making more sales.
- The Assumptive Close helps overcome objections.
As we all know, objections are a part of the sales process. But by assuming the objection has been overcome, you can effectively move past it and continue with your presentation.
- When you consistently use the Assumptive Close, you’ll notice yourself building confidence in sales. This is because you will get into the habit of becoming consistently brave by pushing the sale forward.
Through time, as you notice this technique helping you close more deals, the dopamines will start flowing, and your confidence will eventually go through the roof.
- Decreases the chance of the prospect butting heads with you. Being that you’re always smiling and keeping an upbeat attitude, it’s less likely you and the prospect will conflict because they’ll notice you’re just trying to help.
- Helps you come across as genuine and helpful. Firstly, you’re selling a product that you know will benefit your prospect. That alone makes your presentation honest. As you cheerfully present to them and try to help them with their problems, you’ll be an empathetic individual catering to their needs.
Fifteen Best Assumptive Closing Techniques and Questions.
- “How do you want to set this account up? Individually or in your business?”
- “How many can I pick up for you? Ten? or would you rather start with five for now?”
- “How would you rather pay for it? Credit or debit?”
- “What I suggest you do is this…”
- “Which day next week would be the best time to schedule your next appointment?”
- “Would you prefer morning or afternoon?”
- “How does this sound?…
- “Would Monday at 10am work for you?”
- “Great, I’ll go ahead and put you down for that.”
- “Is there anything else you’re looking for?”
- “Perfect, I’ll get this processed for you.”
- “I think you’ll be very happy with this decision.”
- “I’m glad we could work something out.
- “I appreciate the vote of confidence.”
- “When you see this works out, you can tell all your friends about me.”
Example Scripts Of The Assumptive Close
1) Prospect: “I’m not interested.”
Sales rep: “I understand. The only reason I’m bringing this to you is because the last time we spoke, you told me you were looking for this, that, and the third. With this product, it’s gonna solve everything you’re looking for, and you’ll save more money. For now, let’s do this: We’ll start you off with the gold package and if you happen to love it as much as I think you will, then we can upgrade later on. Is this address I have the best to send you everything?”
2) Prospect: “Maybe another time.”
Sales rep: “I get where you’re coming from. The thing is this: Next week is the last day to get involved, and the way things are looking, I won’t be surprised if we’re out of stock by tomorrow. Just so you don’t miss out, I’ll only pick up three for you now…”
3) Prospect: “I have to speak with my partner first.”
Sales rep: “Absolutely. I want you to speak to your partner first. In the meantime, let me do this; I’ll lock you in for the beginner’s package. Talk to your partner, and if she loves this half as much as I like it, then I can work out a deal and get you a better price for the Monster package. For now, how do you want to pay for this?”
4) Prospect: “I don’t have the money.”
Sales rep: “I get that it’s a tough situation. You know what, let me see what I can do. I’ll tell you what, because you’re an honest person and I appreciate that, I’ll go ahead and give you the payment plan. You can pay this off in three easy payments and not be strapped on cash. What’s the best address to send everything to?”
Conclusion
The assumptive close is a great way to increase your closing rate. By making assumptions that the prospect said “ok,” you’re increasing the prospect’s likelihood of doing business with you.
