Closing a sales call can be one of the most challenging aspects of selling. It’s the final step in the sales process and requires careful planning, persuasion, and communication skills. In today’s highly competitive market, closing a sale successfully can mean the difference between making a sale and losing a customer to a competitor.

Assumptive closing is a technique that can be used by sales professionals to confidently assume that the customer has already made the decision to buy the product or service. This technique can be highly effective when used correctly, but it requires a deep understanding of the customer’s needs, objections, and desires.

The purpose of this blog is to provide sales professionals with a step-by-step guide on how to use assumptive closing to close sales calls effectively. We’ll be focusing specifically on the assumptive close technique, which involves using language and tone to suggest that the customer has already decided to purchase the product or service.

In the following sections, we’ll explore the five key steps involved in assumptive closing and provide tips and examples to help you implement these techniques in your own sales calls. By the end of this blog, you’ll have a solid understanding of how to use assumptive closing to close sales calls with confidence and success.

 

Step 1: Summarize the key points

Before attempting to close a sale, it’s important to summarize the key points of the call. This helps to ensure that the customer fully understands the product or service being offered and how it can benefit them. Summarizing also helps to build rapport with the customer and demonstrates that you have been listening to their needs and concerns.

To effectively summarize the key points of the call, start by restating the customer’s needs and goals. This shows that you understand their situation and are committed to finding a solution that meets their specific requirements. Next, provide a brief overview of the product or service being offered and highlight the features and benefits that are most relevant to the customer.

It’s also important to address any concerns or objections that the customer may have raised during the call. If there are any outstanding questions or issues, take the time to address them and provide additional information or clarification as needed.

By summarizing the key points of the call, you lay the groundwork for the assumptive close that will follow. The customer will have a clear understanding of what has been discussed and will be more likely to respond positively to your closing efforts. Remember to keep your tone positive and enthusiastic throughout the summary, as this will help to build momentum towards the close.

 

Step 2: Address any remaining objections

Even if you have done an excellent job of summarizing the key points of the call, there may still be objections or concerns that the customer has not yet expressed. It’s important to address these objections before attempting to close the sale, as they could be significant barriers to a successful close.

To identify any remaining objections, use open-ended questions to encourage the customer to share their thoughts and concerns. Listen carefully to their responses and acknowledge any valid points they raise. Avoid becoming defensive or dismissive of their objections, as this could create tension and damage the relationship.

Once you have identified the objections, take the time to address them thoroughly. Provide additional information or clarification as needed and offer solutions or alternatives that address the customer’s concerns. Be honest and transparent in your responses, as this builds trust and credibility with the customer.

Addressing objections not only increases the likelihood of a successful close, but it also demonstrates to the customer that you are committed to their satisfaction. By taking the time to address their concerns, you show that you value their business and are willing to work with them to find a solution that meets their needs. This can be a powerful tool in building long-term customer relationships.

 

Step 3: Present the assumptive close

Once you have summarized the key points of the call and addressed any remaining objections, it’s time to present the assumptive close. This technique involves using language and tone to suggest that the customer has already made the decision to purchase the product or service.

To present the assumptive close, start by using affirmative language that assumes the sale has been made. For example, you could say, “When would you like to get started with our product?” rather than, “Are you interested in purchasing our product?”

Next, use assumptive statements to reinforce the idea that the customer has already decided to buy. You might say something like, “I’ll have the paperwork ready for you to sign,” or “Let me show you how to use our product to get the best results.”

It’s important to maintain a confident and positive tone throughout the assumptive close. Avoid using language that suggests doubt or uncertainty, as this can create hesitation or resistance in the customer.

Remember that the assumptive close should be presented in a way that feels natural and genuine. It should not come across as pushy or manipulative, as this can damage the relationship with the customer and reduce the likelihood of future sales.

By presenting the assumptive close, you encourage the customer to take action and make the purchase. This technique can be highly effective when used correctly, as it taps into the customer’s desire for a solution and encourages them to take the next step.

 

Step 4: Confirm the details

After presenting the assumptive close, it’s important to confirm the details of the sale with the customer. This helps to ensure that everyone is on the same page and that there are no misunderstandings or miscommunications.

Start by reviewing the product or service being offered, as well as any special features or benefits that were discussed during the call. Make sure that the customer understands what they will be receiving and how it will benefit them.

Next, review the pricing and payment details. Confirm the total cost, including any taxes or fees, and make sure that the customer is comfortable with the price. If there are any payment options or financing arrangements, review these details as well.

Finally, review any additional details or requirements that may be necessary for the sale. This might include delivery or shipping details, installation instructions, or any other specific requirements that the customer needs to be aware of.

Confirming the details of the sale helps to build trust and credibility with the customer, as it demonstrates that you are committed to providing a high level of service and ensuring their satisfaction. It also helps to reduce the likelihood of misunderstandings or disputes that could arise later on.

Remember to take the time to answer any questions or concerns that the customer may have during this stage. By providing clear and accurate information, you can help to build a positive and long-lasting relationship with the customer.

 

Step 5: Express appreciation and follow-up

The final step in closing a call is to express appreciation to the customer for their time and interest in your product or service. This helps to build a positive relationship with the customer and shows that you value their business.

Start by thanking the customer for taking the time to speak with you and for considering your product or service. Let them know that you appreciate their interest and that you are committed to providing a high level of service and support.

Next, ask the customer if there is anything else they need from you at this time. This can help to identify any outstanding questions or concerns that the customer may have and provides an opportunity to address them before ending the call.

Finally, confirm any follow-up actions that need to be taken. This might include sending additional information or resources, scheduling a follow-up call, or providing instructions for the next steps in the sales process.

Following up with the customer after the call is an important part of the sales process. It shows that you are committed to their satisfaction and that you value their business. Be sure to follow up promptly and professionally, and provide any additional support or resources that the customer may need.

In conclusion, closing a call requires a combination of effective communication skills, active listening, and a customer-centric approach. By following these five steps, you can increase the likelihood of a successful close and build strong, long-lasting relationships with your customers. Remember to focus on the customer’s needs and concerns, and to express appreciation for their interest and business.

 

Conclusion

Closing a call can be a challenging task, but by following these five steps, you can increase the likelihood of a successful close and build strong relationships with your customers. From summarizing the key points of the call to expressing appreciation and following up, each step plays an important role in the sales process.

One of the key techniques discussed in this article is the assumptive close. This approach involves using affirmative language and assumptive statements to suggest that the customer has already made the decision to purchase the product or service. When used correctly, this technique can be highly effective in encouraging the customer to take action and make the purchase.

However, it’s important to remember that the assumptive close should be presented in a way that feels natural and genuine, and should not come across as pushy or manipulative. Maintaining a confident and positive tone throughout the call can help to build trust and credibility with the customer, and increase the likelihood of a successful close.

In conclusion, closing a call requires a customer-centric approach, effective communication skills, and active listening. By focusing on the customer’s needs and concerns, and expressing appreciation for their interest and business, you can build strong, long-lasting relationships with your customers and increase the likelihood of future sales.