Had a rough day being shot down with my sales results so thank you for your imput!
Bring on the revenue! Thanks for the experience……! Noted

How does one master the art of assumptive closing ?

Answer:
When using this type of close, you first have to pre-qualify it. Meaning, in order to have an assumptive close, the prospect needs to have the pre-qualification pains addressed. In order to this, the right questions need to be asked at the beginning of the sale.
At the close re-hash the “pains”. Go through them one by one, each time, answering “Yes, your product does fill that hole or will exceed it”. Remember, never push a square peg in a round hole. The assumptive close is natural fit, that the prospect, realizes your product is a “need” for his company, not a “what” from an idea you shoved into his head.

I don’t care what you’re selling-trial close such as-

Does that make sense? Wouldn’t that work for you? etc

(Of course you have to have laid the ground work ahead of time, knowing that any reasonable person in their position, having had the same conversation with you would respond YESSSSSSS!)

Then assume, “So what I am going to do is open an account for you”

“So I am going to send out the trial order as we discussed and you should receive it by next wednesday, if you have any questions feel free to give me a call, do you have a pen and paper handy therer? Mark down my direct line so yiou can reach me any personally”

Or words to that effect….

Trial then assume. If they stop you, or buck at this type of closing technique, you will be far ahead of the game, and will usually get a “TRUE” objection now instead of camouflaged ones. Just my 23 years sales experience talking.

I have had sales people try to ‘close’ on me but it does not work if all of my phsycological and actual check boxes have not been ticked. No matter how much they close continuously.

I’ve also had a time when I had been looking for something for over six or more months but none of the offerings meet all of my needs and I was not going to buy from anyone till they did. Then one day some kid cold calls me with exactly what I was looking for. Eventually he tells me the price – value is established, but before I can ask “where do I sign?” he’s off rambling again about all the benefits etc that I already know of. I kept listening just in case there was something I wasn’t going to like, but eventually I managed to get him back on track and help close the sale for him (yes he finally asked a closing question). I bet he thought he was a gun sales man on that day.

He obviously had not heard about the “Closing Continually” bit that Sam was talking about. This could have shortened the whole process considerably.

Of course all that said I may also be lying, or guarded, or just tyre kicking and you think you’ve checked the boxes but actually you haven’t. But it’s your job to work that out.

Most corporates ensure they shield the decision makers from the sales people to make sure the boxes are ticked in a very formal managed way. And that they are the boxes that they want too have ticked.

You just need to work out what the boxes really are.