- August 15, 2018 -

Before I got off track with Cheryl's ticket dodging escapades in yesterday's email, "assuming the sale" was supposed to be the topic du jour.

If you've been reading the Contrarian emails for long, you've heard me say that anyone can be a marketer - but being a marketer is not the same as being a businessman.

And you won't stay in business long if you don't sell.

ABC...Always Be Closing.

At some point somebody's gotta ask for the sale.

Back in my broker days, we were taught to "assume the sale." And it's become a part of my DNA.

Assuming the sale is part mindset, part homework.

Instead of trying to convince (ie. beg and/or threaten) Mr. Prospect to do what you want...you assume he wants to and agrees with moving forward.

Here's the caveat:

You've got to have nailed all the steps in the sales process up to that point.

Or you'll feel and look like a pushy car salesman...a slimeball.

...Did your research? CHECK.

Never make assumptions early on in the sales relationship. I can read people pretty well, but I'm no psychic.

...Set your expectations? CHECK.

Being Mr. Nice Guy when it screws you will not serve your business well. You do like to get paid, don't you?

...Anticipated and handled objections? CHECK.

Are you in...or are you out?

Important question: Are you more of a Type A or Type B person?

'Cause that's key in how you ask for the close while taking the assumptive route.

If you're the less assertive sort of person, using these types of closing questions will feel more comfortable...but still keep some pressure on your prospects:

1) "If we gave you the product/service at this price, is there any reason that you wouldn't do business with our company?”

2) "If we could find a way to deal with [objection], would you sign the contract on [set period in time]?”

3) “Would you like my help?”

4) “Taking all of your requirements into consideration, I think either of these two [products] would work best for you. Would you like to go with [X] or [Y]?”

Now, if you're the more assertive "sh*t or get off the pot" sort...the more direct approach will feel more natural:

1) “Unless you have any more questions or concerns, I think we're ready to get started. Would you prefer to pay by credit card, cash, or check?”

2) “Where should I forward this contract?”

3) "Can you give me a specific date when you'll make a decision?"

Passive or Aggressive is where you don't want to be.

The bookend extremes are the far-left (passive) and far-right (aggressive) and both will kill a deal fast.

"Aggressive" and "assertive" are different animals. For example...

"Could you give me a call when you've made a decision?"

(Not gonna happen, folks. You may as well hope for the hair and physique you had in your 20's.)

"If you don't buy now, the offer is off the table." Or "If you don't want to do business, tell me now so I'm not wasting my time."

(You might feel like saying these - but doing so will result in a real quick dance before you're shown the door.)

Selling one-to-one...not so easy, huh?

Remember the caveat I mentioned in the beginning? The homework part?

What if all that was done for you? For all your sales reps?

All the pre-selling, the sifting and sorting, the qualifying, the educating, the handling objections...

That's exactly what we do to help businesses.

Later,

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