The Assumptive Close Explained

The Assumptive Close

Use The Assumptive Close to Seal More Deals 

Alex, a new home sales professional, has expertly navigated a client through a sales presentation for a new home. The client seems interested, nodding along, clearly visualizing their life in this new space. Yet, when the moment of decision arrives, Alex hesitates. Instead of confidently moving towards finalizing the sale, Alex asks, “So, do you think this home might be something you’re interested in?” This question, laden with uncertainty, inadvertently transfers doubt to the client. The client, who was moments away from a positive decision, now steps back to reconsider, ultimately deciding to “think about it.” This is a classic case of a missed opportunity due to the absence of an assumptive close. 

Now, let’s delve deeper into this technique, understanding its components, the mindset required, and how to implement it effectively for maximum impact in your sales process. 

Understanding the Assumptive Close  

The assumptive close isn’t a persuasive tool meant to convince the customer; it’s a confirmative strategy used when you are confident that you’ve addressed the customer’s needs effectively. The goal is to reinforce the solution you’ve offered, making the customer feel assured about their decision. Renowned sales expert Jeffrey Gitomer describes the assumptive position as the “strongest selling strategy in the world.” This statement highlights the effectiveness of this technique when executed correctly. 

Building Up to the Close  

So, how do you set the stage for a successful assumptive close? The journey begins with engaging the customer through a series of ‘check-in agreements.’ These are questions like, “Does that make sense?” or “How does this solution work for you?” These inquiries are crucial in building a case in the buyer’s mind, piece by piece, affirming that your solution is the right one for their problem. By engaging in this manner, you’re not just assuming you have the right answer; you’re letting the buyer affirm it incrementally. 

Mindset Over Technique  

A critical aspect of the assumptive close, as I’ve emphasized for years, is that your mindset is more important than your skill set. This approach requires a positive and confident mindset. My friend Mark Hunter, a fellow sales expert, notes that many salespeople falter at this critical stage due to a lack of confidence. The assumptive close is fundamentally about transferring your positive energy to the customer. If you’re not genuinely enthusiastic about the opportunity, the technique will likely fall flat. 

Implementing the Assumptive Close  

When it comes to the practical implementation of the assumptive close, remember, it’s not about a scripted line but about how you convey your passion and belief in the solution. For instance, I might say, “I am so excited for you. Finding the right home is a wonderful moment, and I’m here to make it official.” This approach emphasizes the importance of personalizing your technique and ensuring that your mindset aligns with your message. 

Sealing The Deal 

The assumptive close is a powerful tool in the arsenal of any salesperson, but its effectiveness is rooted in how well it’s integrated into the overall sales process. It’s not just about the closing moment but about the entire journey that leads to it. By understanding the customer’s needs, engaging them through check-in agreements, and maintaining a positive and confident mindset, you can master the art of the assumptive close. This technique, when used appropriately, can significantly enhance your sales effectiveness and lead to more successful outcomes. 

Remember, in sales, as in many aspects of life, it’s not just what you say but how you say it that counts. Your mindset and enthusiasm are contagious, making the assumptive close not just a technique, but an experience that can transform a potential sale into a successful one. 

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About the Author: Jeff Shore

Jeff Shore is the Founder and CEO of Shore Consulting, Inc. a company specializing in psychology-based sales training programs. Using these modern, game-changing techniques, Jeff Shore’s clients delivered over 145,000 new homes generating $54 billion in revenue last year.