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The assumptive Close is a sales technique to help you find out if a prospect is ready to buy.
In any sales conversation, it is your goal to produce results and decisions. This technique helps you find out if the prospect is ready to move forward with the next step in the sales process (such as booking a follow-up call or meeting) or signing a quote.
What is an Assumptive Close?
During a sales conversation, you’d like to determine if the prospect is ready for the next steps. The next step could be another meeting (depending on your sales cycle’s length) or signing a quote.
If the prospect is not ready to move forward, they will likely bring up objections, which you need to address first.
Why should you use an assumptive Close?
There are different situations where an assumptive close is the “right tool for the job.” As with any tool, it matters how you use it. You can’t force a sale. Prospects immediately recognize if the salesperson needs the deal and pull out.
You might recall situations with confident prospects, ready to buy right away. In other times, how did you feel when they were unsure? It was hard to tell if it was sensible to ask for the signature or the follow-up meeting or if they had any reservations. The only way forward in those situations is to find out by asking them.
Situations where the assumptive Close comes in handy:
- You attempted to sell to the prospect several times before
- You are not sure if the prospect is ready to buy
- Your prospect is in a hurry
- The prospect is not moving forward
How to use the assumptive Close?
It’s possible the prospect has already made up their mind about the purchase and is ready to move forward. You want to find out if that already happened.
The assumptive close technique becomes essential towards the second half of the sales conversation. You might already found out about the prospect’s needs, handled objections, and now you’d like to schedule the next call with stakeholders or close the deal. Based on your requirements analysis, you put out a proposal, using words to describe your offer the prospect used.
The most direct way if the prospect didn’t bring up any further objections:
“Based on what you told me, are you ready to move forward today?”
An assumptive close featuring two different service models. You want to narrow down choices beforehand and make the decision easier:
“Taking into account all your requirements, I have two offers for you: A contract with a fixed price and full-process-outsourcing, or we could do an hourly-based agreement, where we work together with your team members. What do you think makes more sense?”
Some more examples:
- “I see that you are not sure about a long-term contract yet. What do you think about a project with a smaller scope?”
- “I understand the complexity that comes with a legacy software stack. Why don’t we get started with a paid Proof of Concept, where we do a code and architecture review, written up in a report with suggestions?”
- “All requirements you brought up are reasonable and doable in the timeframe. Do you need a PO Number on the Invoice?”
- “Whom do you think we need to invite from your side for upcoming discussions? Who are the main stakeholders?”
- “I’m happy to prepare and send over a quote. Is there anything special you need on there?”
Prepare a list of Assumptive Close questions based on these examples and tailored to your offerings.
What are your “Assumptive Close” questions? Share yours in the comments below.