Closing tends to be the most stressful action in the sales process for so many people – salespeople and prospects. Your responsibility as a sales professional is to work the earlier stages of the sales cycle so that closing becomes a natural conclusion if both parties benefit – this includes, closing continually throughout the process. Keep in mind, closing is really the beginning of your business relationship – both parties should be excited about working together.
Your McQuaig selling style will also influence how you close.
A generalist will always be trial closing, while a Cooperator will use an assumptive close which is more natural to them.
Assumptive Close
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
When shall we deliver it to you?
How many will I place on the order?
How it works
The 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.
Courtesy of Changing Minds
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