Step Eight of Ten Steps to Controlling the Sales Dialogue
Several weeks ago, I began sharing Ten Steps to Controlling the Sales Dialogue, a white paper which will be posted on Operation: Pineapple later this month. Today, I am proud to share Step 8--the product wrap up:
Step 8: Wrap It Up with an Effective Assumptive Close
Once Sellers have connected on a product's value, it is time to close the deal. The assumptive close is an effective way to transition the sales dialogue from the guest's consideration of a product to actually agreeing to purchase it. I have observed far too many conversations in which the Seller fails to read the conversation effectively--the guest is ready to buy but the Seller keeps talking...and talking--sometimes to the point where they actually talk the guest out of the sale. In previous articles, we have discussed the importance of limiting our words. Less is truly more. At this point in the sales dialogue, the balance of words is absolutely critical.
Here is an example of an assumptive close that effectively moves guests into the mindset of purchasing the product: "You guys are going to have so much fun meeting our Lemurs today. There are only a few spots left so let's go ahead and book one for you now. Would you like the 11 AM or the 12 PM time slot?" Sellers should develop 2-3 different assumptive close scripts for use throughout the day.
The right body language makes an impact on an effective assumptive close as well. Here are a couple of key actions that your Sellers can integrate for a more meaningful assumptive close:
Lean In. As Sellers move to wrap up the "YES" and to move the guest into the "SOLD" column, leaning in toward the guest helps the Seller to confide in their guest. Doing so continues to build trust
The Head Nod. As the Seller makes their assumptive close, they should nod their head in the affirmative as a final gesture to drive the point home-this is the product for you and you should say YES!
Have a great week!
"Sales are contingent upon the attitude of the salesman - not the attitude of the prospect."--W. Clement Stone