What is an example of the Assumptive Close method?

The Assumptive Close method is a sales technique where the salesperson assumes that the prospect has already decided to purchase or agree to something, shifting the conversation to the next steps as if the decision has already been made. This method is designed to subtly encourage commitment.

Choosing "When would you like to begin training?" is an excellent example of the Assumptive Close. This question implies that the individual has already accepted the proposition of beginning training, and it invites them to think about the logistics rather than reconsidering their decision. It moves the focus from whether they will proceed to when they will start, effectively nudging them toward a decision.

The other options do not embody the Assumptive Close method in the same way. For example, asking "Are you ready to sign the lease?" requires a direct decision from the person and allows room for hesitation. "What concerns do you have?" opens up a discussion about apprehensions, again deviating from an assumptive stance. Finally, providing "Here are some materials to review" is a passive approach and does not actively engage in the process of closing, as it does not presume a decision has been made.