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The Assumptive Close
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The Assumptive Close

By: Charles Kettner

Now, I am not a big fan of "closes", especially taken out of context.

Everyone knows how I feel. You should be closing continuously from the time

you meet someone, forever.

Now I am going to elaborate and incorporate a style in the process of

continuously closing, "The Assumptive Close".

Quite the contrary to popular belief, the assumptive close is not just about

assuming the sale and going for the paperwork. That is a small part of it.

The real art of the assumptive close is to make 'every word' in your small

talk and presentation imply that the sale is already done and that you are

just discussing formalities. It is all about attitude.

I had the opportunity to call on a potential client the other day and truly

it wasn't whether they were going to do it but whether I had enough time in

my busy schedule to accommodate them! I have mentioned before that sales

professionals often invite me to make a sale with them and I thoroughly enjoy

the occasional interaction. Well, on this particular occasion the prospect

told me within minutes that they were shopping the product and I was lucky to

come at this particular time. I did not take the bait! Quite the contrary. I

politely informed them that since our company was the largest with the lowest

rates that we really didn't participate in that kind of business but I would

certainly try and help them if I could. They then proceeded to tell me that I

could take the information and come back at another time with the proposal.

Again "The Specialist" didn't take the bait. I assured the potential client

that I could take care of everything in a few minutes 'if' I could help them.

I then proceeded to present my proposal and informed them of what I expected

of them, in fact I made a list of what I would need in order to make it

happen for them.

The sale was done. There was really nothing else to talk about except small

talk. Everything I did and said during that sales call was from beginning to

end an assumptive closing technique! If you noticed the sale was closed and I

hadn't done any paperwork! In fact to show how powerful this technique is I

informed them I didn't have time to finish but I would 'try' and come back

the next day. Well needless to say before I ate breakfast the next morning

they were calling me to see what time I was coming back and could I squeeze

them in that day so they could enjoy the benefits of their product.

I don't think I need to go any further! It is all about attitude! To be able

to pull this off you really have to be a master of assuming you have made the

sale the minute you meet the people, and every word you say has to be pointed

in that direction all the way through.

"The Specialist"

Article Source: http://articlenexus.com

greatsales-thespecialist.com www.strangeratthedoor.com

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