Closing Technique 2: Assumption Closing in a Sales Presentation

Another useful technique discussed in Be a Sales Superstar: 21 Great Ways to Sell More, Faster, Easier in Tough Markets written by Brian Tracy is assumption closing.  I will again share with you my personal summary of that specific section in this article.

Assumption closing is a powerful and commonly used closing technique.  This technique helps you get your prospective customers at the stage where they are hard to reject your deal.

You can simply follow these steps to do an assumption closing:

1. Ask your prospective customers whether they have any questions.  Answer all their enquires.
2. Ask your prospective customers if you are making sense so far.  Is there anything that requires clarification?  Solve all their concerns.
3. Inform your prospective customers that if everything makes sense to them, what you will do next.  Here, you start explaining all the things that need to be done to get them started after sales.  You speak as if you have already closed the sales.
4. Pull out the form and start filling it out for your prospective customers and explain the deposit and everything.
5. Say “I will take care of everything” as you finish filling out the form.  You assume your prospective customers have just said yes to your deal.

This is a very powerful closing technique as it gives you the entire control when closing the deal.  However, be extremely careful when using this technique to avoid appearing as too hard-sell.

I have recently attended a wedding expo in the last weekend.  This lady who has successfully sold us her photographic package for our wedding day has fully demonstrated the power of assumption closing.  Here is what we discussed in our conversation:

Sales Lady: “Do you have any further questions?”
Me: “I would like to hire another guy just to take snapshots during our wedding banquet.  Is this possible?”
Sales Lady: “Absolutely! Because you are buying this option together with our full-day wedding package, I will give you a great discount.  The entire thing would cost you $XXXX.”

Sales Lady started pulling out the application form and continued on our conversation.

Sales Lady: “If you don’t have any other questions, because your wedding date is a very popular date, what I will do now is to mark it down for you right away.  You simply have to pay $XXXX deposit today to reserve our photographer for your big day.  I will arrange the photographer to meet with you 2 weeks before your wedding date and you shall receive two DVDs with all your wedding photos and video.”

As she finished filling out the form, she handed over the forms and said “I will take care of everything else for you.  Congratulation and hope you enjoy your wedding banquet.”

I ended up buying the wedding photographic package from her.  Some people might think that this closing technique is a little bit too pushy.  However, if all your prospective customers’ concerns are solved, their needs could be fulfilled and they only need a final push, assumption closing is definitely a good technique for the situation.

To build professional-looking presentation, download free powerpoint templates here.

You can now easily make your own Who Wants to be a Millionaire Flash Game. You can put your own questions to the game and show it in your presentation or on your own web site.

• 20 Video Lessons from World Class Presenters
• Brian Tracy's Top 3 Motivational Speeches
• Robin Sharma’s Giant Advice for Success
• Brian Tracy's Sales Millionaire Techniques: The Power of Asking

• Things to Do Right Before a Great Presenter Go on Stage
• Start and End a First-Class Presentation with Inspiring Quotes
• University A++ Presentation Tricks Series: Dual Speakers Presentation
• Killer Animation Slides for PowerPoint
• Porter 5 Forces Analysis
• Frequently Used Model in Presentations: BCG Matrix

• Slide Transition
• Entrance Custom Animation Part I - On-Click Animation
• Entrance Custom Animation Part II - Timed Animation