Getting to Yes with Assumptive Language

January 9, 2015

Today is your lucky day! I’m being serious here. You’re going to be grateful that you found this particular blog post because I’m going to give you what I believe to be the secret to closing more sales.

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Learning to use assumptive language to move your sales discusses forward.

This assumptive strategy works on two levels:

  1. By using this kind of language in talking to prospects you will become more confident in your pitch, and
  2. Using assumptive phrases will move your prospects forward in their decision-making process, without lingering on irrational objections.

Lets quickly learn how this tactic works and then get to some concrete examples.

When we are crafting a sales script that include this ‘assumptive’ approach we are intentionally trying to drop subjective words, like: ‘if,’ ‘were,’ ‘would,’ ‘could,’ and replace them with active words, like: ‘when,’ ‘where,’ and ‘will.’ Our mind-set and script should look more like a step-by-step checklist and we should always be leading the prospect to the next step.

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Let’s look at a few examples of assumptive language in action.

“Let’s move forward.”

This phrase encourages the prospect to work with you to finish the transaction. It feels collaborative and mindful of their time.

“What’s the next step?” and “When should we start?”

This related questions assume that there must be a next step, and encourages the customer to make a progressive decision.

“Where should I send this contract?” and “Would you prefer to pay by credit card, cash, or check?”

These are powerful ‘trial closes’  that assume simple pertinent facts: the contract is ready to be signed and the product, loan, or policy is purchased.

“That takes care of _____ now lets take a look at _____?” and “This covers _____. Have you also considered _____?”

Tie with shirt? Rims with car? Mixing-and-matching products, if done in an enjoyable and engaging way, can feel like a strong value proposition and convenience for new prospects and existing clients.

“This has been a very popular product; however, a lot of clients are now requesting…”

In other words, what you think you need or want is not ideal for your situation, but the alternative is proofed and popular with others. People always like to follow the trend and mix in with the herd. There is security and confidence when they hear these kinds of facts.

“What other products have you considered?”

This simple question can garner valuable information about competitors they may be considering or quotes they may be shopping. This is a great way to tease out competition and kill their pitches by highlighting strengths you have over them. Always keep it positive and focused on your strengths, not picking on them.

The query, “What questions do you have?” compels the customer to ponder the sales pitch and consider its benefits.

“What motivated you to call/inquiry about _____ ?”

An invaluable sales tip, this question makes a customer recall the original reason why he or she chose the product.

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Bonus Tip: We all talk to much. Let your prospects talk themselves into the deal. One of my favorite things to remember when I’m pitch: He who speaks first, loses.

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