If the prospect has an issue making a decision and is possibly lacking confidence they might say, “Wow, I can never make up my mind like this!” It’s an ideal opportunity to help build their self-esteem. If you’ve been successful in matching their needs, and you’ve built rapport, you can then guide them through the decision by having them think of a previous time when they made a decision successfully.
Ask them “I’m sure you’ve made a purchasing decision successfully in the past right?” *nod head* Just using that little primer will help your prospect recall a happy thought and they’ll be more confident in making the decision. You’ve just earned yourself some brownie points for helping out too.
The person who has a hard time making up their mind on the spot is the person the assumptive close is great for, because you have assumed they said yes and so they don’t have to do anything but actually say the word yes.
Here Are A Few Phrases That Are Assumptive Closing Sales Statements:
– When shall we deliver it to you?
– Will 20 cases be enough?
– What will your friends say when they see you with this? (More for retail sales)
– Where will you put it? (Retail sales)
– We can begin on Tuesday of next week, does that work for you? (Services)
– Our schedule is open until the 27th of this month, so we can start at anytime. (Services)
The list is endless and you will have to decide what works best for your situation and closing. Assuming the sale is a good way to boost your confidence as well, it shows you are confident and in control.
But if there are objections, remember, go back and talk them out, see what the real problem is then find a solution and make the deal.
“Whenever an individual or a business decides that success has been attained, progress stops.” Thomas J. Watson Jr
By Julian Bush