Sales POP - Purveyors of Propserity
Know the Right Time to “Assume the Sale”
Blog / For Sales Pros / Apr 3, 2015 / Posted by Elinor Stutz / 9225

Know the Right Time to “Assume the Sale”

1. Don’t “sell” — instead, build a relationship.

Novice salespeople hear that they should “assume the sale.” But if salespeople go into meetings with unearned assumptions, they will appear egotistical to the prospect.

2. Start the relationship by asking, not pushing.

Ask prospects questions that demonstrate your interest in their challenges, their vision, and what you can do to help. Slowly and surely the prospect will start to like and trust you. That leads to confiding in you — allowing you to dive deeper into how your product or service may fit with their needs.

3. Even at the beginning of your relationship with a future client, build a picture of the longer-term relationship.

Don’t think about closing — think about keeping the sale open — especially after the sale, when arguably, the most important of the relationship takes place — with referrals.

4. Pay attention to difficult or time-consuming tasks prospects may set for you.

Deliver on these requests conscientiously. Consider them to be another way that a prospect confirms your reliability. Keeping your commitments develops tremendous credibility — and once you have credibility you’ll be entitled to “assume the sale.”

About Author

Elinor Stutz broke through barriers long before doing so was popular. First, she proved Women Can Sell. Smooth Sale was created to teach how to earn a returning and referring clientele. Stutz became an International Best-Selling Author, a Top 1% Influencer, and Sales Guru and Inspirational Speaker.

Author's Publications on Amazon

In today's tough economy, most people are too desperate to get any job, rather than seeking one that will provide the career satisfaction and growth they deserve. Worse, they treat the interview as an opportunity to focus on themselves.In Hired!, Elinor Stutz asserts, "The interview…
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Written by a highly successful saleswoman, Elinor Stutz, this how-to book trains women in field-tested sales techniques that will launch them into the next level of success. They will discover how to use their natural kindness, empathy, and relationship-building skills to close better deals with…
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