| Now, all of my readers know by now that I am | | | | the information and come back at another time |
| not a big fan of "closes", especially taken out of | | | | with the proposal. Again "The Specialist" didn't take |
| context. Everyone knows how I feel. You should | | | | the bait. I assured the potential client that I could |
| be closing continuously from the time you meet | | | | take care of everything in a few minutes IF I |
| someone, forever. | | | | could help them. I then proceeded to present my |
| Now I am going to elaborate and incorporate a | | | | proposal and informed them of what I expected |
| style in the process of continuously closing... "The | | | | of them, in fact I made a list of what I would |
| Assumptive Close". | | | | need in order to make it happen for them. |
| Quite the contrary to popular belief, the | | | | The sale was done. There was really nothing else |
| assumptive close is not just about assuming the | | | | to talk about except small talk. Everything I did |
| sale and going for the paperwork. That is a small | | | | and said during that sales call was from beginning |
| part of it. The real art of the assumptive close is | | | | to end an assumptive closing technique! If you |
| to make EVERY WORD in your small talk and | | | | noticed the sale was closed and I hadn't done any |
| presentation imply that the sale is already done | | | | paperwork! In fact to show how powerful this |
| and that you are just discussing formalities. It is all | | | | technique is I informed them I didn't have time to |
| about attitude. | | | | finish but I would TRY and come back the next |
| I had the opportunity to call on a potential client | | | | day. Well needless to say before I ate breakfast |
| the other day and truly it wasn't whether they | | | | the next morning they were calling me to see |
| were going to do it but whether I had enough | | | | what time I was coming back and could I |
| time in my busy schedule to accommodate them! | | | | squeeze them in that day so they could enjoy |
| I have mentioned before that sales professionals | | | | the benefits of their product. |
| often invite me to make a sale with them and I | | | | I don't think I need to go any further! It is all |
| thoroughly enjoy the occasional interaction. Well, | | | | about attitude! To be able to pull this off you |
| on this particular occasion the prospect told me | | | | really have to be a master of assuming you have |
| within minutes that they were shopping the | | | | made the sale the minute you meet the people, |
| product and I was lucky to come at this particular | | | | and every word you say has to be pointed in |
| time. I did not take the bait! Quite the contrary. I | | | | that direction all the way through. That customer |
| politely informed them that since our company | | | | knew from my attitude that they would be doing |
| was the largest with the lowest rates that we | | | | business with "The Specialist". |
| really didn't participate in that kind of business but | | | | Again this is just one technique in our wonderful |
| I would certainly try and help them if I could. | | | | profession. |
| They then proceeded to tell me that I could take | | | | |