The assumptive sales close is a simple technique designed to rush the buyer past the yes/no buying decision and without even consciously making the decision.
It's very simple.
What is the Assumptive Sales Close?
The salesperson acts as if the decision has already been made and asks questions that apply to the next level of questions.
- What colour do you want?
- When will you want delivery?
- When do you want to arrange the included training?
The assumptive sales close works on the principle that the salesperson is confident so the buyer feels reassured but it does put pressure on the hesistant, unsure person who doesn't have the confidence to argue.
On that basis the assumptive close can be seen as manipulating the weak and timid but ineffective against anyone who has the confidence to make their own decision unless the "argument" isn't worth the effort.
The assumptive sales close is the origin of many other varieties of sales closing techniques which take it one step further.