Assuming the sale?

"If you've done your homework in terms of qualifying the prospect, then, you must be assumptive throughout." -- Pat

That's the qualifier Pat nailed - you followed through with a high probability prospect with commitments. The rest is meeting conditions of satisfaction that are mutual.

MitchM

If you are delivering a presentation and have gotten all the issues on the table that the prospect needs resolved, have a solution that fits within the budget that the prospect has and you are meeting with the decision maker who has agreed to 'give you a decision', then you can be sure you will get a decision; unless of course you do something wrong.

Does it mean you will get the sale, is something else?

While there is a time and place for Assumptive Closing, before you get to that point in the Sales process, start using "Trial Closes" which will Rate their Interest and indicate if they are ready for you to start using actual Closes. Try variations of:
How does this sound so far?
Is this close to what you've been looking for?
Does this feel like it might meet your needs?

Trial CLoses only ask for their Opinion and are non-threatening. Also appreciate that we've used 3 of the 5 Senses which make for great Emotional involvement.

Have a "FANTA$TIC" Future!
Stan Billue, CSP

If you don't believe buying your product is the best and only logical decision to make, why should your prospect believe so?

The Sales Artist

Quote:

Originally Posted by Stan Billue

While there is a time and place for Assumptive Closing, before you get to that point in the Sales process, start using "Trial Closes" which will Rate their Interest and indicate if they are ready for you to start using actual Closes. Try variations of:
How does this sound so far?
Is this close to what you've been looking for?
Does this feel like it might meet your needs?

Trial CLoses only ask for their Opinion and are non-threatening. Also appreciate that we've used 3 of the 5 Senses which make for great Emotional involvement.

Have a "FANTA$TIC" Future!
Stan Billue, CSP

I am tuned in to Stan's perspective on this. In my own case, I "assume" success. It's a promise I make to myself, and so far I have delivered on that promise. But I treat every appointment beforehand as if it was the toughest appointment I will ever face. In doing so, I come prepared. Mere assumption, justified or not, gives way to the knowledge that if I prepare myself, and present myself and my products with a powerful intention to deliver on my promises, I will make a very good living. I treat selling as hard work, but the good news is that I like hard work, along with its rewards.

Sales Ace, there's some confusion percolating to the surface relating to separate topics:
1. "assuming the sale"; and,
2. "assumptive closes";

"Assuming the sale" is a virtual state of mind in which the SR believes in a positive outcome.

An "assumptive close" is a tool with which to ask for the order by assuming a positive response. For example, "(without having the order signed) will Bernice be ordering the supplies?" OR, "(again without a signed order in-place) what is the invoicing address?".

I'm also seeing that this started with "presentation" which to me implies a formal phase in the cycle (perhaps with PowerPoint). But it could be that, to some, the "presentation" phase is where the dialogue takes place (ie. discovery phase).

Having a sales lexicon does work marvels ...

Good luck & Good selling!
Pat

Assuming the sale?

Sales Approach Forum