More than half of sales professionals say their close rates stayed the same over the past year. If you run your own business, you might be wondering how to improve those numbers. The assumptive close technique is a closing technique that can help you turn more potential clients into actual buyers. Read on to find out how to use this method to increase your close rate.

Assumptive Close Overview

The assumptive close is a sales technique that involves using certain words, questions, and actions to close a deal. It assumes that your prospect has already said, “Yes” to your offer and moves you to asking the next natural question in the close.

For instance, when a client seems ready to buy, you could send them a file with an interactive pricing guide, invoice, and contract. This gives them everything they need to choose the services they want and complete the booking with you.

When Should You Use the Assumptive Close?

By understanding your potential customers and ideal clients, you can tell when to gently push them towards a close and when others need more time and attention. You can include an assumptive close in your sales pitch to smoothly guide them towards buying.

When a potential customer shows they are ready to buy, use a positioning statement to start closing the sale. If they’ve shown interest and are a good fit, you can successfully close the sale with the assumptive close technique.

Using an Assumptive Close

To use an assumptive close, you need to know what your ideal clients need to book your services. For example, if you’re a business consultant, your clients might like to see testimonials and case studies before deciding.

With this in mind, provide that information right away when a prospect contacts you.

Instead of lengthy discussions, you can immediately send them what they need and explain how to book your services. Some clients might need more details, but others can book right away.

If you notice a customer showing interest during the sales process, start using closing phrases. This helps them decide quickly. For instance, you could say, “When you book with us, you’ll see a discount on your invoice.”

Benefits of the Assumptive Close

Though it might seem like it could annoy potential clients, the assumptive close is actually one of the most effective sales closing techniques.

When used with the right leads, it offers several benefits:

• Increases revenue, helps you find more clients, and boosts your confidence as a salesperson.
• Allows you to understand your client’s needs better, so you can give them accurate recommendations.
• Provides instant gratification for your clients, letting them book your services immediately.
• Focuses on being customer-centric, tailoring your efforts to their specific needs and recommending the best solution for their problems.

How to Use the Assumptive Close

There are many sales methods you may use when gathering information about your prospects. However, regardless of the method you choose, once you gathered this information is when you can decide if the assumptive close technique is appropriate to use.

If the client matches your ideal customer in budget, timeline, and needs, you can assume they’re likely to book with you. In this case, call them and explain how to book your services. Even if they haven’t said “yes” yet, outlining the next steps can help move them forward.

You might worry about being too pushy. However, the prospect can always tell you if they need more information or aren’t ready. It’s better to start the booking process with a ready client than risk losing them.

Your initial discussion should show the prospect how your service solves their problem. Then, you can close the sale. If you’re unsure they’re ready, make sure these conditions are met:

• Your speaking directly with the decision-maker.
• You’ve built trust with them.
• They understand the features and benefits of your service.
• You’ve answered all their questions and objections.
• The prospect has given buying signals to you during the sales process.
• Closing the sale is the next logical step.

A good assumptive close gives the prospect an “aha” moment when they realize they want to buy.

Closing with the Assumptive Close

When you use the assumptive close technique, you’re not asking for permission to make the sale. Instead, you assume the sale is made and are just finalizing the details.

You can break this down into two parts. First, focus on how your service benefits the client – affirming their choice to go with your service over others. Second, ask about the purchase details. This could be as simple as asking how they plan to pay (e.g., bank transfer, credit card).

You can also use assumptive closing questions to guide them towards payment. For example: “Which type of credit card will you be using?” or “Would you like to set up autopay?” These questions help them feel like they’re already in the process of booking.

Two-part assumptive close

In the two-part assumptive close, the first part reassures the client by reminding them why your service is perfect for them. In the second part, you use this reassurance to make them more comfortable with finalizing the deal.

The best close is customized to fit your client’s needs. Here are some examples of a two-part assumptive close:

• “I think you’ll love our fitness class. It focuses on low-impact workouts, so it’s perfect for your knees. The trainer is very hands-on, always adjusting the workout to your level. Would you prefer the Sunday or Tuesday class?”
• “Swimming is a great way to maintain flexibility, strength, and stamina. I’m glad you’re starting this hobby. Which swimming starter kit would you like to get?”

One-part assumptive close

If you think your prospect is comfortable, you can go straight to the second part of the close. The best one-part close is quick and simple – just ask a clear, direct question about the purchase.

Some examples of one-part closes include:

• What day is best for you to start your subscription?
• Which tier would you like to sign up for?

Conclusion

The assumptive close technique is a great technique to help you reach your sales goals because it focuses on the client and their needs. When they understand how your service is perfect for them, it’s easier to convince them to buy without making them feel pressured.  As always, practice makes perfect!  It’s important to role-play your closing techniques as much as possible so using techniques like the assumptive close become natural and easy for you as you close deals.

If you need help training this and other closing techniques, AIM Consulting is here to help!  Contact us today to get a free consultation on how to close more deals and take your revenues to the next level.