A great way to close a sale is by using presuppositions, now I know
what you are thinking, what is a presupposition? Basically a presupposition is
a command in the form of a question, so it appears as if the prospect has a
choice.
For example if you wanted to go to a movie but didn't want to go by yourself you might call a friend and say “what movie do you want to see?” the presupposition that you are going to the movies, and that part isn't even up for debate, it is fact! You have hidden that fact by appearing to need them to make a decision of “what movie to see”
To the question sales, and how does this help? It is very simple really, next time you go to ask for a P.O. or a sale, use the presupposition that they are already going to buy from you and then form it into a question that requires their inputs. For example “Beth will I get the order in the morning, or this afternoon?” The prospect thinks they have a choice, but in reality you are getting what you want. and that is closing a sale with presuppositions.
For example if you wanted to go to a movie but didn't want to go by yourself you might call a friend and say “what movie do you want to see?” the presupposition that you are going to the movies, and that part isn't even up for debate, it is fact! You have hidden that fact by appearing to need them to make a decision of “what movie to see”
To the question sales, and how does this help? It is very simple really, next time you go to ask for a P.O. or a sale, use the presupposition that they are already going to buy from you and then form it into a question that requires their inputs. For example “Beth will I get the order in the morning, or this afternoon?” The prospect thinks they have a choice, but in reality you are getting what you want. and that is closing a sale with presuppositions.
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