| Before you take the advice in this or in any other | | | | delivered Tues or Thursday this week?" |
| article on the subject, the best advice on closing | | | | If you incorporate this method as part of your |
| more sales is to get to know your own personal | | | | personal selling process, you'll have to make sure |
| selling process and personality. What works for | | | | you practice delivery so it comes off naturally. |
| the author of this article may not work in your | | | | This shouldn't sound like a close, it should rather |
| industry, or with your personal style. That said, | | | | flow easily from your presentation and wind up at |
| this is perhaps the easiest-to-adapt of all | | | | the point where it's obvious--you've made your |
| sale-closing techniques as it can be applied rather | | | | case, and any sane person would want to buy. |
| broadly. | | | | Another key point to remember is that the |
| It's called the Assumptive Close, and it's actually | | | | assumptive close denies a "yes" or "no" as a |
| one of the easiest closes to use. It works | | | | viable answer to asking for the sale. Asking for |
| naturally, and the method is to make the | | | | the sale is simply, "Would you like 'X' or 'Y' color |
| assumption that your prospect wants what you | | | | quantity/delivery date?" At this point, your |
| came to sell. Make the assumption that he or she | | | | prospect will either answer as you've set it up, or |
| will buy, and after you close your presentation, | | | | bring up objections. |
| you'll ask for the sale. But the way you ask for | | | | For this whole process to work, however, you |
| the sale is framed in such a way that you've | | | | need to assume the close first, and then answer |
| positioned yourself in agreement with the | | | | objections if they arise. When those objections |
| prospect that this deal's going through. | | | | arise, you'll answer them, and then re-pose the |
| You: (After sales spiel) "Well, Mr. Jones, how did | | | | question, "OK, so was that Tuesday or Thursday |
| you want to accept delivery for your new | | | | for delivery?" Of all the sale-closing techniques |
| fireproof document safe? Do you want to pick up | | | | available, the assumptive close is the easiest to |
| from the dock, or should we arrange delivery to | | | | employ and seems to work the best in the |
| your office?" | | | | author's personal selling process. |
| Or: "Mr. Jones, would you like that new copier | | | | |