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How we change what others think, feel, believe and do
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How we change what others think, feel, believe and do |
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Assumptive Close
Disciplines > Sales > Closing techniques > Assumptive Close Technique | How it works | See also
TechniqueAct as if the other person has made the decision already. Turn the focus of the conversation towards the next level of questions, such as how many they want, when they want it delivered, what size they need, and so on. Examples
How it worksThe Assumptive Close works by the Assumption principle, where acting confidently as if something is true makes it difficult for the other person to deny this. For them to say you are wrong would be to cast themselves as an antisocial naysayer. Note: This is one of the most common closes used. Many other closes, such as the Alternative Close are variants of the Assumptive Close. See also
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