The Power Of An Assumptive Close -

The Power Of An Assumptive Close

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.

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.

You May Also Like

TechShop, ShopOwner Offer $50 For Good Guesses

Guess The Tool For A Chance At Cold Hard Cash!

Experts say that, if you can identify the tool described by the image below, you have an exceptionally creative personality. For two of you, the same experts say you'll have a slightly larger bank account as well.

TechShop and ShopOwner have teamed up to present the monthly "Guess The Tool" contest. Presented by Snap Finance, the contest randomly selects two winners from all correct guesses each month. Here is the current puzzle:

Understanding the Customer Lifecycle

Connect with customers to create repeat business and build your brand.

Key Programming Challenges And Opportunities

For most vehicles today, it’s not so much about programming a new key to the car, but programming the car to the key.

A hand holding a key fob next to a transponder.
Cabin Air Filters Play Important Role In Any Season

Don’t overlook the importance of the cabin air filter in your customers’ vehicles, regardless of the weather.

Take the ShopOwner Brake Pad Profile Survey

By entering, you’ll have a chance to win a $200 gift card or one of 10 $50 gift cards!

Other Posts

Upgrading Your Air System Is Easier Than You Think

Improving your shop airflow benefits your shop, your techs and your bottom line

The Advantages of Selling Specialized Automotive Services

Specialization can set your business apart and meet specific customer needs.

Working Smarter Instead of Harder

Imperfect people can perform at or near perfection when they have perfect processes.

Work-Smarter
What Would I Say To My Younger Self?

Hindsight is 20/20 – wouldn’t it be nice to have better foresight?