Increase sales with the assumptive close

Make it easier for your prospects to say "Yes" by assuming that they want what you offer, and giving them choices.

If you're a Realtor, rather than asking a listing prospect if they're ready to list today, ask them if they'd like to list for 3 months, or for 6 months. If you're trying to get an appointment with buyer prospects, ask them if they'd like to view homes on Friday or Saturday. Or ask them if they'd like to schedule time to see 3 homes or 5.

If you're selling shoes ask if they'd like them in gray or black. If you sell furniture, ask them if they'd like the couch, or would prefer the whole set, with chair and ottoman to match.

That's called an "assumptive close" because you go forward assuming that your prospect is going to say yes rather than fearing that they'll say no.

It serves two purposes - the first being a change in your own attitude and the vibrations you give off. Your expectation of a "no" could actually cause it to happen! We all give off vibrations all the time, and the one you want to give off is confidence. Confidence in yourself, and confidence that the product or service you offer is a good thing for your prospect.

As a smart marketer, you're in the business of creating lasting relationships with your clients - not one time orders based on fear of loss. You'll gain their respect and their confidence when you offer them choices - even if that choice means waiting until next week to order.

If you've done the right things to collect your prospect's names, you'll be reminding them again in a few days. You can even tell them so, if you like.

You can use the same psychology in your on-line marketing and postal mailings.

Rather than offering a yes or no choice, offer 2 or 3 ways to take advantage of what you have to offer. Depending upon your product, it could be number of units, colors, styles, sizes, length of service, amount of service, or combinations of products and services.

For instance, if you have information products, why not offer individual e-books or bundles of 2 or more? Explain the difference between your books so your prospect has a clear understanding of which is best for his immediate needs - or why he needs them all.

If you're selling a newsletter, offer choices in the length of the subscription. Of course offer discounts for longer terms, but let that be their choice, not your demand.

If you offer nutritional supplements, offer a price break for 3 bottles, or for ordering 2 or 3 different supplements at the same time.

Whatever you're selling - be it your services or

One caution - don't overdo it. Remember that your goal is to make it easy for your prospects to say "yes" to something. When you offer too many choices you make it harder, so they'll fall back on "no."

A recent test showed that grocery store shoppers who were offered samples of a new jelly/jam brand chose a flavor and purchased when there were 4 or 5 choices. When they increased the number of choices to 15 or 20, they didn't buy at all. Making the decision was simply too hard, so they walked away.

So, balance is once again the answer. Avoid only one choice, avoid too many choices. Always make it easy for your customers to say yes, based on a few good choices.