In sales it’s important to know your client. Some clients need to be pushed into things and hard closed. While others prefer to be soft closed or assumptive closed. Most people need both types throughout the sales process and timing is super important (a post for another day). Assuming the sale is where you believe or figure the customer’s going to buy without them necessarily telling you “I’ll take it!”
If you attempt to hard close someone that responds better with assumptive closing you’ll scare them away like a deer in the woods. On the other hand, if you try and assumptive close someone that needs hard closing tactics they’ll slip away from your grasps never to be seen or heard from again. A true sales master can successfully use either technique! A novice salesperson won’t even ask to buy but a salesperson that isn’t properly trained will misuse the techniques and seem pushy and unprofessional to their clients. The sales novice will ask to buy and stand there looking like a crazy person only to get shot down and their heart ripped out with the dreaded “no.”
The results from improperly using the assumptive close is losing the sale, bad word of mouth, and frustration. You can avoid those all by practicing your timing.
How to Know if Your Customer is Ready for the Assumptive Close
In order to know if someone is right or primed for an assumptive close, you need to set yourself up for success. You can do this by asking the right questions and listening. If you haven’t seen my post on The Best Questions to Ask Your Customers check it out here. After you successfully do that you’ll have a great gauge on whether your client is ready for an assumptive close or not.
There are a few ways to know if your client’s ready for the assumptive close or for any close in general. Here are some of the more important things to know and understand if you’re ready to go in for the close:
- Body language. You’ll be able to tell so much from this. It’s important to read if your customer is open and inviting or if they’re closed off and have negative body language. If they have negative body language they’re probably not sold on your product or service. Not to worry if this is the case show them something else!
- Enthusiastic. If a customer is excited about what you’re selling them then it shows they want it.
- Lack of objections. If there are no objections then they’re sold. Stop selling and ask for the sale. Just know that if there’s a lack of objections and the client isn’t buying they’re probably hiding an objection. You’ll have to pull out that objection so you can properly overcome it.
- Smiling and head nodding. Head nodding is a way that customers show they’re liking what you’re showing them or sold. Roll right into the close when you see enough of this.
- Asking engaging questions. When a client’s asking you questions like when can you deliver this by?, how long till it’s ready?, can I finance this?, etc. They’re showing that they are sold and need to be asked to buy! A great way to respond to this would look like, “Yes, you can finance this price for 12 months 0%! If you follow me this way (assuming they’re sold), then I can get you approved for the financing and it only takes about 5–10 mins!” You obviously do this deep in the sales process and not after the first few questions that are asked.
- When they don’t want to see anything else. When a client doesn’t want to see anything else or not wanting to move on from the current product or service that you have to offer they’re most likely sold or they’re so unsold that they want to leave (let’s hope it’s the first one!).
- Buying signals. These are signals that show extreme interest with what you’re selling. The client’s showing their hand in a way by how they’re reacting to your product or services. You can read positive and negative buying signals and adapt your sales process from there.
- Positive comments. When a customer’s outspoken on how much they like what they’re seeing, it’s time for the assumptive close!
These are the more important ones that you can look out for. Understand that noticing these or being able to read them won’t result in the sale. You’re going to need to ask to buy. Assuming the sale is a great way to ask to buy without seeming too pushy. It’s actually one of the most common forms that salespeople prefer to sell.
5 Great Ways to Use the Assumptive Close
- Roll right into it. This is great when you’re noticing all the above tells and you roll right into the close. Most the time the customer doesn’t even notice the transition because it’s so smooth.
- Combine with the option close. A great way to assume the sale is to ask how the client would prefer to pay for or receive their product or service. You can ask “will you be paying with credit card or financing today?” or “would you prefer to pick this up today or have us deliver it?” You’re simultaneously asking to buy while not even giving the option to not buy. Both results equal the sale. Check out my post on the option close here.
- After overcoming an objection. A great time to assume the sale is right after you put to death an objection. I always love asking “is there anything else stopping you from going ahead with this today?” Very effective.
- Your time is valuable. Time is the most valuable asset to your client. You can get money back but can’t get time back. You can combine saving time with the assumptive close. Using it would look something like “your time is valuable, so since you love this, I’ll start getting the paperwork going on this now to save you time and get you out of here as quick as possible! Does that sound good for you?” The nice part about this is if the customer doesn’t think their time is valuable or no one’s ever said that to them it’ll make them feel special and enhance the customer experience. Don’t use this if the client isn’t ready to buy because then it’ll make them feel like you’re rushing them and ultimately lose you the sale.
- Add-ons. Cross-selling is super important because your clients want to buy more they just need to be suggested items that’ll enhance their life or original purchase. A great way to assume the sale with suggestive selling is to say something like, “would you like to pick out a new phone case to go with your new phone today?” Check out how to use cross-selling to skyrocket your revenue here.
The assumptive close is a very powerful close because using it correctly makes the sales process and close extremely smooth and low pressure. The best part about this close is you’re actually providing decent pressure to buy but it doesn’t seem that way because it’s so smooth.
Don’t get too comfortable with this and have it be your only closing technique. Always remember that the customer isn’t sold until they pay for it. I constantly see weak salespeople believe they’re customer is sold but the client doesn’t want to buy right now or they have to leave and come back for whatever reason. You don’t want to assume the client’s sold when they aren’t sold at all! You want to know they’re sold and assume they’re buying so they don’t play hard to get.
Let these recommendations be a way for you to find some real success in your business or sales role! The assumptive close is highly effective is used in the right way. Mastering the art of the close is what differentiates the sales masters from the sales novices. Which one are you?!
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