Assuming the Best

Assume that if the customer does not have a reason not to buy, he or she is ready to buy.

To close a deal you shouldn't need to rely on corny closing tactics. You need simply to demonstrate the same credibility, integrity, and degree of interaction with the customer that you showed throughout the selling process. Don't change the basis of your hard-won relationship at this point.

Assume that if the customer does not have a reason not to buy, he or she is ready to buy. This is called the Assumptive Close. In this Assumptive Close, the dialogue with the customer is very direct, and goes something like this:

• Salesperson: "Anything else we need to discuss?"
• Customer: "No, not that I can think of"
• Salesperson: "So everything seem OK?"
• Customer: "Yes I believe so."
• Salesperson: "Great, Then how do we get started?"

The point is clear even though the words you choose may vary: you ask the customer if there are other concerns. If they say no, you double check. If everything seems OK, just ask for the business.

ACTION POINT: If you have followed the process, just ask for the business.