Assumptive Selling

If you aren’t already familiar with the term “assumptive selling,” make a quick study of it. It will change how you think about every sales call. With assumptive selling, you assume that every qualified buyer will own the benefits of your product. You are certain of it. You know in your heart that it’s your obligation to help them to see how much better their lives, or companies will be once they’re “happily involved with” your offering. That mindset could drastically alter your attitude, which would help you then focus all of your thoughts and efforts on that single goal.

Note that the key to success with assumptive selling is that your buyer is truly qualified. That means several things:

  • They have a need and/or want to satisfy.
  • Their needs and requirements match up quite nicely with the benefits and services you provide.
  • The person or people you are speaking with are truly qualified to make the buying decision.
  • And they have access to the funds required.

Furniture Sales

A young man who used to work with my company went into the furniture business. A woman who had purchased a new home came into his store looking for living room furniture. She told him she wanted to start with just a sofa and maybe a chair and that she planned to add other pieces later.

This young man determined her taste in furniture and the style that suited her. During their time together, he noted other items that she commented on that she might like to add “down the road.” After completion of the initial sale of the sofa and chair, this young man did his homework. He also arranged to be at her home when her chosen pieces were delivered. He acted assumptively and asked his boss to agree to add all the rest of the items she admired onto the truck: love seat, tables, lamps, artwork and various decorative pieces.

Upon arrival at the client’s home, he asked her where she would like the sofa placed and then to step out of the room while he and the delivery people placed it. Within 20 minutes, they had transformed her empty living room into the room of her dreams. When she walked in, she was speechless. He acknowledged that she hadn’t agreed to invest in all the pieces, but that he wanted her to see what the room would look like when it was completed–“down the road.”

Once he recognized that she was emotionally involved in the room, he explained how he could offer her a discount on the entire suite that wasn’t available when the items were ordered piece by piece. She agreed to having him leave the entire package and worked out the money matters. Once she had seen the completed room, she never wanted to see it empty again!

How can you apply this strategy to your next selling situation?

Copyright Tom Hopkins International, Inc.

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