Making an assumption
By assuming your prospect is ready to close, it can help motivate them to do so. For example, you can ask something like, “Is this the type of product you were looking for?” or “Do you think the benefits are worth the investment?”
The goal is to bring positivity. Sometimes, showing good intentions earns trust.
And by asking assumptive questions, it gets the prospect’s mind working on making a decision.
The Assumptive Close is based on the principle that people tend to follow the path of least resistance. By assuming the sale, you eliminate the need for the prospect to make a definitive decision and instead focus on the details of moving forward.
Salesperson: "Great! I've got all the necessary information for your order. When would you like us to deliver it?"
In this example, the salesperson assumes that the prospect has decided to make the purchase and is ready to move forward with the delivery arrangements. By asking about the delivery date instead of explicitly asking if they want to proceed with the purchase, the salesperson creates an assumption that the deal is happening.
The prospect can then either confirm the assumption by providing a delivery date or correct it by expressing hesitations or objections. The Assumptive Close allows the salesperson to gauge the prospect's readiness and address any concerns that may arise during the process.
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