The Assumptive Close
My second favorite method is to simply assume your customer is going to buy from you. The secret to using this method is to start planting the seeds of success right from the beginning.
When I meet a prospective client for my landscape gardening business, I always include lines like this somewhere during the meeting:
`When we come and do your garden would it be all right if we parked on your driveway?’
`Do you have an outside tap that we could use?’
`Generally we like to get onsite everyday at about Sam. That wouldn’t be too early, would it?’
`Would you like me to arrange for you to see examples of some of our work?’
Not only am I assuming that I will be getting the order, but I’m also asking questions. I always ask the last question as this shows my prospective client that I’m confident enough to be able to show them examples of our company’s work. I don’t wait for them to ask me.
Questions like these help build up a rapport with your client and also establish you as a professional. Few cowboys will give stuff about what time they get to their customers’ gardens, and most will never want anyone to see examples of their work.