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The Sales Buzz Issue 210 - Assumptive Sales Closing Techniques
August 27, 2013

Assumptive Sales Closing Technique – 3 Actions to make it work

Assumptive sales techniques for closing are when the seller assumes that the customer will buy and makes a comment, asks a question, or takes an action, that assumes the sale is going ahead without directly asking for the order.

If the customer doesn’t object and goes with the direction of the seller’s actions or words the sale is made.

For example, the seller may ask how the customer is going to pay, when they want the item delivered, or pass the customer a pen and indicate where to sign the contract.

When used well it creates a smooth link from the presentation stage to the close. But could you use it without customers objecting and backing out of the deal.

Will Assumptive Closing Work in Your Sales Job

If you like me think that buy now all the buyers know about assumptive closing techniques, and you think that they will click on to it and see through what you are doing, read on and see how to make it work for you.

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Assumptive closing is sometimes seen as a trick close used by face to face sellers, and telesales callers making one off sales without thought for repeat business or customer retention.

It is often used by direct sellers who want to close deals on the day and claim their commission.

It has its place as a retail sales technique when the seller sees the customer is in a buying state and ready to make a decision based on emotion and desire rather than logic.

This is when a quick assumptive closing line such as, ‘Card or cash,’ or ‘Let me wrap that for you,’ and ‘Would you like it delivered or do you want to take it with you,’ can be used to great effect.

But how do you get to the point where you can use this closing technique effectively without it backfiring and frightening off the customer. And could you ever use it in a B2B sales pitch with an important client.

Here’s some ideas to get you thinking about whether you should buy in to this idea and 3 actions you have to take to make this sales closing technique work.

3 Actions to Make Assumptive Closing Work

To make this sales training work you want to get to a point where your assumptive close, whether it is an action or spoken words, will not be seen as an unnatural leap forward where you have assumed too much regarding the buyer’s intentions.

Follow these 3 actions and make assumptive closing techniques work for you:

  • Gain agreement at every stage of the sale
  • Use a trial close after you have presented your sales proposal or product
  • Look for buying signals that show the customer is emotionally ready to buy

To see more on putting this technique into action and for more sales training on closing skills click on to How to Close a Sale...

I'm Stephen Craine from the website

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