Assumptive Close
Chapter Three Sample
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Chapter Three Sample
Assumptive Close

I have found Paul to be very competent and professional. I would not hesitate to recommend his services to anyone. John H. Jordon, A-A Specialties

Make an assumption that the customer has decided to go with the order, even though he or she has not explicitly said so. Use this on customers who have been generally agreeable to most of the things you've said. This is good to use after your customer has said yes in several trial closes

Example:

I'll arrange installation for you in about three weeks. All I need is a down payment and I'll get everything started.

With this close, you assume that the customer is going to buy and simply proceed with the order. Ask questions and discuss terms related to the subscription billing process. If you do not sound confident, the caller will perceive this approach as pushy. For example:

We accept payment by Visa, MasterCard, American Express, or Discover. Which will you be using today?

All I need to do is verify some basic information and I can make you a subscribed member right away.

May I have the correct spelling of your name?

The "okay" close
People have a natural tendency to say "okay" when they hear an "okay" question. This is a powerful close when used correctly.

Be sure to pause, make it sound easy, and say, "okayS"

For example:

It will take just a moment to set that up for you. Okay?

I can give you the free month's subscription right now. Okay?

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