The assumptive closing technique works great when a customer asks you about a product.
Customer: “I’m thinking about getting a new cordless impact drill.”
Jobber: “Super, I’ve got a great selection of tools on the truck for you. Let’s see which one fits your needs the best so you can use it yet today, OK?” This is your first assumptive trial close.
“You probably will not need a backup battery since your use will be sporadic, correct?” This shows the customer you are thinking of him and not trying to oversell. It’s also an easy trial close.
“Will you be breaking loose heavy duty nuts on rusty truck wheels or just normal automotive nuts and bolts?” Based on their answer to this question you will now suggest the correct product for the need.
“Based on your needs, I think this XYZ model I have right here on the truck will fit you perfectly. OK?” This should be your final assumptive close so don’t say a thing until you get an answer to your question.
As soon as the customer agrees with your closing statement, hand them the drill and say thank you. Don’t say anything more about the product. Just move on to the impact sockets they might need.
Remember, from the first words out of your mouth you are assuming the sale is made and all you’re doing is helping the customer decide on which model or size to take.
I know that you’re thinking of the old saying “assuming something just makes an ass out of you and me”. If the assumptive close is your only closing tool you could be in trouble.
