Assuming The Sale – How To Use It Correctly

The 5% InstituteClosing Assuming The Sale – How To Use It Correctly
Assuming The Sale

Assuming The Sale – How To Use It Correctly

One of the most powerful sales closes you can use to help your potential clients make a buying decision, is assuming the sale.


A way that you can effectively do this, is by using something called assumptive close questions.


In this article, we’re going to look at what assuming the sale means, as well as explore some examples for you to use and get inspiration from.



Assuming The Sale – How To Use It Correctly



What Does Assuming The Sale Mean?



Assuming the means to ask a question that does two distinct things.


First, they’re questions that’ll get an ‘agreed’ response.


Secondly, it’s a step that can you take as a sales professional, that assumes that they’ve made a buying decision – as well as a decision to proceed with you as a vendor.


Assuming the sale is a question you ask, which implies that you’re closing the sale, and that they’ll be happy to proceed with doing business with you.



What Are Assuming The Sale Questions?



By asking assumptive questions, you’re asking questions where you’ll assume the answer to the question that you ask.


The response to this should be purposed to get agreement from your potential client.


Learn more: How To Stop Winging It, And Learn Exactly How To Close Consistent Sales With Ease



Why Is Agreement Important?



The reason you should use assumptive closes (assuming the sale questions) as mentioned, is because you want to get agreement from your potential client.


In NLP, or Neuro Linguistic Programming, it’s taught that if you want to subtly create change within your clients, you need them to agree to things internally by asking powerful questions.


When you ask a question which results in a yes, what you’re doing is having the person agree with you during your sales conversation.


The more questions that you ask that result in a yes (or agreement), the higher the likelihood when you start speaking about your offer later – are they to agree to it as well.



How Do Assuming The Sale Questions Work?



The reason why assuming the sale works, is because by having them agree or say yes, they slowly start selling themselves.


Objections and other sales resistance comes from challenging the persons individual belief systems.


People generally hold their beliefs as concrete fact, so by challenging their beliefs you risk breaking rapport (try arguing with someone you know is wrong – but believe their argument anyway!).


By having them agree or say yes, you’re now making it their belief and no longer just yours.


It is a lot more easier to have a person sell themselves on an idea; than for you to do the persuading and trying to convince them to buy.


Assuming the sale questions work because you’re helping the person sell themselves, rather than you do all the hard work of trying to sell them.



Assuming The Sale Examples



Below are several assuming the sale examples to help you with what you’ve read so far:


  • “Wouldn’t you like to get more leads if you potentially could?”
  • “Thanks for sharing that. I’m sure it must be tiring having to deal with that every day?”
  • “If you were able to learn how to close more efficiently, would you agree that you’d most probably increase your income?”
  • “I understand; B2B sales lead generation can be difficult. If you had a step by system that generated more leads without cost, would that make your job a lot easier?”
  • “I appreciate you sharing that – keeping your customers happy after every sale is important, isn’t it?”


Of course, the list of questions that elicit a yes response are endless; however these are a few examples to demonstrate to you how they work.


For assuming the sale to work, ensure you use questions sporadically and don’t go over the top.


The aim is to try and get your potential clients to internally create a pattern of ‘yes’ and agreement.


For this pattern to work though, it needs to be subconscious and not overly obvious or pushy.



Want To Close Sales Easier?



Are you committed to closing sales a lot easier, and consistently?


If so, you should check out our self-paced and affordable online sales training program; The 5% Sales Blueprint.


It’ll give you everything you need to close sales consistently.


To learn more, simply click on the link below for more information.


Our Online Sales Training ProgramThe 5% Sales Blueprint.

Khabeer Rockley

Khabeer Rockley is a Sales & Business Trainer, and the Founder of The 5% Institute

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