We all know that people love choices, especially when they are making a purchasing decision. But when selling diagnostic services, you need to use an “assumptive close.” This means you just assume that the customer is going to authorize your recommendation. The “options” need to be offered after you ask for the sale. As an example, “Mr. Piraino, all that I’ll need is your go-ahead, and I’ll get Mike started on it right away! By the way … will you need a ride to your office, or do you plan on having someone pick you up this morning?”
Assumptive closes send a strong message that there is no “decision” that needs to be made. This not only helps your customers make the right decisions, but your sales, productivity and profits will go up!
For additional help increasing your sales and CSI scores, learn more about the Elite Masters Service Advisor Training Program.
