Assuming the sale?

How effective is assuming the sale during a presentation? i.e. using language such as;

"what we're going to do for you is..."
"what colour would you like that in?"
"what address would you like that sent to"

I'd imagine it is effective in some situations, and facilitates the close, however for others might it be insulting to their intelligence?

Quote:

Originally Posted by sales_ace

How effective is assuming the sale during a presentation? i.e. using language such as;

"what we're going to do for you is..."
"what colour would you like that in?"
"what address would you like that sent to"

I'd imagine it is effective in some situations, and facilitates the close, however for others might it be insulting to their intelligence?

Assuming the sale impacts sales in two ways:

(1) It effects the salesperson. If your self-talk is one of success, you're more likely to be successful.

(2) If effects the customer. Saying "when you get this widget, you'll notice how it does such-and-such" tends to build more sales momentum than "if you go ahead and get this widget, you'd notice how it does such-and-such" does the opposite.

There's a time and place to use assumptive language.

I don't think your second and third examples are good examples of "assuming the sale." I think they're better examples of determining needs and closing the sale, respectively.

Just wanted to throw my 2 cents in somewhere and this seems as good a place as any. I think assuming the sale is most important internally. I train all my sales staff to work and perform with an attitude that of course everyone will buy from us. That type of confidence comes threw e-mails, phone calls and visits.

Be careful about the words you use in front of the client though as they may take offense that you expect them to buy from you.. Better to just have the attitude.

Quote:

Originally Posted by Landisintaiwan

Be careful about the words you use in front of the client though as they may take offense that you expect them to buy from you.. Better to just have the attitude.

I totally agree, some sales scripts I have seen are assuming to the point of aggressiveness. eg. "What we'll do for you is bla bla... Right. What I'll do is sign you up, can I take your name please?".. This may happen five minutes into a conversation and personaly, I don't like being forced into a direction. I find the boundary between a sales pitch and the close very difficult to see in such circumstances and I am inclined to say that such conversations are one just long 'sales close'.

it works if you have 'Credibility Upon Entry' (I did not invent that term). Our websites, a blog, and other social media tools have changed the characteristics of the sales pipeline. Our first conversation with the prospect occurs much later in the sales cycle than it used to.

Done well, by the time we have our first conversation with the prospect, they have already made the decision to buy, and to buy from us.

So if you sense that the prospect has done their research, already knows about you has visited your blog, etc, then yes, by all means assume the sale has been made.

Quote:

Originally Posted by sales_ace

How effective is assuming the sale during a presentation? i.e. using language such as;

"what we're going to do for you is..."

I think this is very effective. It facilitates a state of mind for the Buyer and the Seller that leads to a desired outcome.

I always try to speak to the customer as if it's inevitable that they are coming on board with us. During the presentation it's "with us you will have x available." or "This is just another service we provide for you."

if they are dead serious, but a little wishy washy, I'll just pull out the paperwork and start filling it out. (my boss liked that one by the way, called it the best assumed close he's seen)

Pat

I don't assume. I know my beliefs and passion. I know my ability to communicate. I find out if someone wants to know more, wants to look at what I offer. I assume a YES means YES but could change. I can also change my mind if the prospect isn't reliable. I don't need troubles down the road.

"In order to respond appropriately to the changing reality of every second and to the changes of the future, one must have a free, responsive mind, undisturbed by prejudice." Morihei Ueshiba creater of aikido

I find that responsive mind set along with the authority and conviction through which I speak is sufficient.

MitchM

Quote:

Originally Posted by sales_ace

How effective is assuming the sale during a presentation? i.e. using language such as;
I'd imagine it is effective in some situations, and facilitates the close, however for others might it be insulting to their intelligence?

IMO the assumptive is a very effective tool it will either facilitate the close or uncover an objection, eitherway it will tell you how to proceed with the next step.

As far as insulting peoples intelegence that's just horse sh*t if your infront of anybody doing a presentation/demonstration and they have no idea that your job is to sell them something, your not doing your job effectively. In most casses people will cut you off withen the first minute, if they arent even remotely interested in what you have to offer.

Assume the sale all the way to the bank, don't worry about hurting their feelings, you gotta pay your bills.

~James

It seems to me that if you're uncomfortable any where in the cycle being assumptive, something is wrong. If you've done your homework in terms of qualifying the prospect, then, you must be assumptive throughout.

Being assumptive doesn't lock the SR into a close on every call! It's not about salivating everytime we get past the screen. Rather, it's a subtle undertone which implies a positive flow throughout the entire cycle (ie. cold call thru to close) whatever length of time is required.

"Assuming the sale" does not imply that the customer will not be instrumental in the process. Nor does it have any negative connotation of which I'm aware.

In point of fact, if you've slipped over the edge and you see a reaction from your prospect, it's easily recovered. For example, you can ask if they sell a product or service (which pretty much covers the gamut). Follow that immediately with, "... how would your P&L look if your SRs were out there not being positive about the opportunity ...".

Remember: we're "sales people" after all and asuming the sale is our mantra. We need to be positive about our ourselves and our offering. Or, perhaps, it's time to move on ...

Good luck & Good selling!
Pat

Assuming the sale?

Sales Approach Forum