Title: Sell More With the Assumption Close
Length: 525 words
Author: BIG Mike McDaniel
eMail: Mike@BIGIdeasGroup.
Category: Sales/Business/
Copyright 2006
Web Address: http://BigIdeasGrou
PERMISSION TO PUBLISH: This article may be
published in magazines, newspapers, newsletters
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Complete Article with Resource Box follows
You Can Sell More Using the Assumption Close
Another Sales Article from BIG Mike McDaniel
Joe went to the hardware store on a fact-finding
mission to look at a new gadget he had heard about.
He asked the clerk were to find the whatchmacallits,
but instead of pointing, the clerk led the way,
picked one up and asked, "How many?" This is an
example of The "Assumption Close" at work. Joe came to
him, Joe asked for the product by name. No need for a
pitch. This was is a sale standing there ready to buy,
right? The clerk closed the sale by asking "How many?",
reaching in the bin for more.
Joe stood there dumfounded and managed to stammer,
"Well, ah, one". Sitting in the front seat in his
car in the parking lot Joe examined the
whatchmacallit (which is what he wanted to do in the
first place). It wasn't what Joe had thought it might
be. But since Joe had asked for the product by name
and accepted the Assumption Close, he felt stuck
with it, reluctant to take it back. Joe went home
with a whatchmacallit he didn't want.
The Assumption Close will work in any business.
There is nothing to remember, just set about your
business as if the sale was already made. By "assuming"
the customer is going to buy it, your questions are all
after the fact. Not "Can we deliver it?" but, "What
time do you want it delivered?"
Funny thing, the assumption flows right to the
customer, removing that part of the sale where the
customer might be able to say no. With the Assumption
Close, the customer has to "back out of the deal", not
say "no". Backing out is a whole lot harder.
Newspaper and yellow pages ad people use it everyday.
They walk in with no doubt whatsoever that the prospect
is going to advertise. The only questions are how much
and when. Their "technique" is simply to announce their
presence and ask "Gotchayur ad ready yet?"
In many small businesses, Daddy got the store from
Granddaddy and Sonny continues the tradition. The
advertising people have been coming in for
three generations; even Sonny assumes the they are
"entitled" to his business.
The magic of the Assumption Close is so strong it
transcends the selling process, eliminating most of
it. It is safe to conclude every person reading this
article has fallen prey to a skillful use of the Assumption
Close. Maybe at the hardware store, maybe for a Yellow
Pages ad. Provided the product is beneficial, there was
no backlash.
The Assumption Close is just another tool in the sales
arsenal that you should know and practice.
Who knows, maybe Mickey Dees will adopt it, too, and
instead of asking "You want fries with dat?" they might
proclaim, "You want your fries super size or regular?"
Read hundreds of small business advertising articles at
http://SmallBusines
© 2006 BIG Mike McDaniel http://BigIdeasgrou
BIG Mike is the Small Business Advertising Expert and
author of "Grab 'em and Close 'em, the Art of the
Elevator Speech". This book explains the importance of
crafting a dynamite 13 word speech about what you can
do for them. More info at http://tinyurl.
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