Assumptive Close

Posted in Marketing and Strategy Terms, Total Reads: 2309
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Definition: Assumptive Close

Assumptive close is a sales technique to accelerate and ensure a successful sale. This follows a description of and the consequent benefits from a product in the selling process. When a salesperson has delivered his / her selling points to the potential consumer but senses that the consumer is not yet completely convinced, this tactic is used in attempt to ‘seal the deal’. An example selling pitch by a salesperson will make it clear:

“The XYZ water purifier purifies water to a level never achieved before. It cleans the water of all dust particles and kills the germs at the same time. It uses a five layer purification to give you the healthiest of water you can get. You will never think of buying mineral water ever after this. A perfectly safe solution for babies, patients and the aged. Be safe, be healthy. So which capacity will you prefer? 10 litres, 15 litres or 20litres?”

Here, in the concluding sentence, the salesperson uses assumptive close as if it is assumed the consumer is going to buy it, only the capacity has to be decided. Such a selling technique is assumed to be surer and more effective. A few recommendations for a good assumptive close are:

  1. It should be in the form a question
  2. No pause before the last sentence
  3. Attitude should be casual

 

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