Close Every Sales Call

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Assuming the Sale is a Powerful Tactic!

 

     The Assumptive Close technique, as outlined in Edward Rich's book "Close Every Sales Call," is a powerful strategy aimed at subtly guiding potential customers towards making a purchasing decision. This technique operates on the principle of assuming the sale, effectively presuming that the customer has already made the decision to buy. By doing so, sales professionals can confidently steer the conversation towards finalizing the sale while avoiding direct pressure tactics that might alienate the customer.

 

     At its core, the Assumptive Close technique hinges on the salesperson's ability to convey confidence and certainty in the product or service being offered. This confidence is projected through both verbal and non-verbal cues, such as tone of voice, body language, and choice of language. Rather than asking if the customer wants to make a purchase, the salesperson subtly assumes that they do and frames the conversation accordingly.

 

     One key aspect of the Assumptive Close is the use of assumptive statements throughout the sales conversation. These statements are carefully crafted to imply that the customer has already decided to buy, subtly nudging them towards confirming that decision. For example, instead of asking, "Would you like to proceed with the purchase?" the salesperson might say, "So, when would you like your order to be delivered?" This assumes that the sale has already been made and simply seeks confirmation on the logistics.  Once you start down this road, keep the light pressure on, don't change course.

 

     Emphasize the benefits of the product or service. Highlight the positive outcomes that the customer can expect.  The salesperson reinforces the notion that purchasing is not just an option but a logical and beneficial choice.  If YOU don't believe it they never will!

 

     Another crucial aspect of the Assumptive Close is the art of handling objections. Instead of viewing objections as roadblocks, sales professionals using this technique see them as opportunities to further reinforce the value proposition of their offering. By addressing objections confidently and proactively, they continue to guide the customer towards the assumption that buying is the right decision.

 

This is a subtle and powerful approach to sales that leverages confidence, assumptive language, and effective objection handling to lead customers towards making a purchase decision. By assuming the sale and framing the conversation accordingly, sales professionals can create a sense of inevitability that encourages customers to move forward with confidence.

 

- It's not an order, until you GET the order!

 

Sometimes the smoothest way to close is to proceed as though the customer has already decided to buy. But you have to know when you've earned that assumption.

 

The Assumptive Close is one tool. The real skill is recognizing when the prospect is ready for you to use it.

 

In Close Every Sales Call, I explain a variety of closing techniques, but I also show you the logical path through the sales call that helps you recognize WHEN it's appropriate to use them.

 

If you'd like more practical closing techniques — and a better understanding of when to use them — get your copy of Close Every Sales Call.