Learn how to use the assumptive close technique to increase your closing rates in retail sales, and what to avoid when applying it.

Implementing the "assumptive" close in retail sales involves assuming the sale is already made and guiding the customer towards the final steps. Throughout the interaction, subtly incorporate language that assumes the customer's decision to purchase. For example, instead of asking if they want to buy, phrase questions with the assumption they are ready, such as "Which color would you prefer?" or "Shall I wrap that up for you?" This technique encourages a positive mindset in customers and can significantly increase closing rates by nudging them towards the assumption that the purchase is natural and beneficial.

How can you use the "assumptive" close to increase your closing rates in retail sales?

If you work in retail sales, you know how important it is to close the deal with your customers. But sometimes, you may face objections, hesitations, or indecisions that prevent you from sealing the sale. That's where the assumptive close can help you. The assumptive close is a technique that involves acting as if the customer has already agreed to buy, and moving on to the next steps, such as suggesting add-ons, scheduling delivery, or processing payment. In this article, you'll learn how to use the assumptive close to increase your closing rates in retail sales, and what to avoid when applying it.

1 What is the assumptive close?

The assumptive close is based on the principle of psychological consistency, which means that people tend to act in ways that are congruent with their previous actions, words, or beliefs. By assuming that the customer has already made the decision to buy, you create a sense of commitment and reduce the likelihood of resistance or rejection. The assumptive close is not a manipulative or pushy technique, but rather a confident and proactive way of guiding the customer to the desired outcome.

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Nicolas Ben Azouz

SYSTEM - HYUNDAI DEPARTMENT STORE
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Pour utiliser cette technique le vendeur aura besoin des qualités suivantes : -Confiance -Positivité -Capacité à orienter vers l’action -Anticipation (des besoins) -Adaptabilité -Subtilité -Écoute active

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2 How to use the assumptive close?

The assumptive close can be used in different ways, depending on the situation and the customer's signals. For instance, when using positive and affirmative language, such as "when", "how", "which", or "let's" instead of "if", "would", "could", or "can", you can suggest additional products or services that complement the main purchase. Additionally, you can assume that the customer has already agreed to a specific offer or discount and move on to the next steps. Lastly, trial closes can be used to check the customer's level of interest and readiness to buy, as well as address any objections or concerns.

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Nicolas Ben Azouz

SYSTEM - HYUNDAI DEPARTMENT STORE
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2 points sont essentiels à aborder : 🦚 L’anticipation aux objections. Se préparer à toute objection que le client pourrait avoir et les aborder de manière proactive. 🦚 Utiliser un langage confiant. Intégrer dans le discours des phrases qui supposent la vente, comme « Quand devrions-nous planifier la livraison ? » ou « Comment souhaitez-vous regler ? ». Cela oriente la conversation vers la finalisation de la vente.

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3 What to avoid when using the assumptive close?

The assumptive close can be very effective, but it can also backfire if used incorrectly or inappropriately. Therefore, when using the assumptive close in retail sales, it is important to avoid using it too early or too often as it can make the customer feel pressured or annoyed. It should only be used after establishing rapport, identifying the customer's needs and preferences, and presenting the benefits and features of your product or service. Additionally, it is essential to listen to the customer's feedback, questions, or objections and not ignore or override them with the assumptive close. Instead, acknowledge them, empathize with them, and provide a solution or an alternative. Finally, make sure to confirm the customer's agreement or consent before finalizing the sale. Summarize the main points of the deal, ask for approval, and thank the customer for their purchase.

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Nicolas Ben Azouz

SYSTEM - HYUNDAI DEPARTMENT STORE
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🦚 Pression excessive : Évitez de mettre trop de pression sur le client. Même si c’est une technique assez proactive. 🦚 Ignorer les signaux du client : Ne pas écouter ou ignorer les signaux verbaux et non verbaux de réticence ou d’inconfort du client 🦚 Ne pas fournir de valeur : Ne pas clairement véhiculer la valeur et les avantages de votre produit ou service pour répondre spécifiquement aux besoins du client peut rendre la technique assumptive inefficace.

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4 How to practice the assumptive close?

The assumptive close is a skill that can be improved with practice and feedback. To do so, you can role-play with a colleague or friend, simulating different scenarios and customer types. This way, you can use the assumptive close in various ways and ask for constructive criticism. You can also review your past sales interactions to identify opportunities where you could have used the assumptive close more effectively. Additionally, set specific goals and track your progress, such as increasing your closing rates, reducing your sales cycle, or upselling more products or services. Measure your results and celebrate your achievements to see how much you have improved.

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5 How to benefit from the assumptive close?

The assumptive close can help you increase your closing rates in retail sales, as well as boost your confidence, credibility, and customer satisfaction. By using the assumptive close, you create a positive and assertive attitude that shows your enthusiasm and conviction about your product or service, which can influence the customer's perception and decision. Additionally, it can reduce the customer's uncertainty and anxiety by providing clarity and direction, as well as eliminating the need for them to make a difficult choice. Moreover, it increases the customer's value and loyalty by offering additional solutions that enhance their experience and satisfaction, while also creating a long-term relationship.

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6 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?

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Zuned Qureshi

Administration and Management Personnel
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Implementing the "assumptive" close in retail sales involves assuming the sale is already made and guiding the customer towards the final steps. Throughout the interaction, subtly incorporate language that assumes the customer's decision to purchase. For example, instead of asking if they want to buy, phrase questions with the assumption they are ready, such as "Which color would you prefer?" or "Shall I wrap that up for you?" This technique encourages a positive mindset in customers and can significantly increase closing rates by nudging them towards the assumption that the purchase is natural and beneficial.

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How can you use the "assumptive" close to increase your closing rates in retail sales?

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2

3

4

5

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1 What is the assumptive close?

2 How to use the assumptive close?

3 What to avoid when using the assumptive close?

4 How to practice the assumptive close?

5 How to benefit from the assumptive close?

6 Here’s what else to consider

Retail Sales

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How can you use the "assumptive" close to increase your closing rates in retail sales?

1

2

3

4

5

6

1 What is the assumptive close?

2 How to use the assumptive close?

3 What to avoid when using the assumptive close?

4 How to practice the assumptive close?

5 How to benefit from the assumptive close?

6 Here’s what else to consider

Retail Sales

Rate this article

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