{"presentation":{"slides":[{"elements":[{"x":4.357298474945534,"y":10.75268817204301,"width":39.97821350762527,"height":6.451612903225806,"action":{"library":"H5P.AdvancedText 1.1","params":{"text":"

The Assumptive Close<\/span><\/strong><\/p>\n"},"subContentId":"b0ec62a9-eb20-45d3-b37a-7489a5ce179d","metadata":{"contentType":"Text","license":"U","title":"Untitled Text"}},"alwaysDisplayComments":false,"backgroundOpacity":0,"displayAsButton":false,"buttonSize":"big","goToSlideType":"specified","invisible":false,"solution":""},{"x":4.357298474945534,"y":21.448021505376342,"width":49.01960784313726,"height":53.76344086021505,"action":{"library":"H5P.AdvancedText 1.1","params":{"text":"

Sometimes the assumptive close is referred to as the presumptive close. The assumptive close presumes the person has already decided to buy. However, if you ask \u2018are you going to buy that?\u2019 sounds jarring. You need to keep things casual and pleasant. You can ask questions such as:<\/p>\n\n

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Which method of payment would you like to use?<\/li>\n\t
By the way, do you want model A or model B? <\/li>\n<\/ul>\n"},"subContentId":"7548163d-7362-468f-8cff-56d4524229ee","metadata":{"contentType":"Text","license":"U","title":"Untitled Text"}},"alwaysDisplayComments":false,"backgroundOpacity":0,"displayAsButton":false,"buttonSize":"big","goToSlideType":"specified","invisible":false,"solution":""},{"x":55.55555555555556,"y":21.476709677419354,"width":41.28540305010893,"height":45.16129032258064,"action":{"library":"H5P.Video 1.6","params":{"visuals":{"fit":true,"controls":true},"playback":{"autoplay":false,"loop":false},"l10n":{"name":"Video","loading":"Video player loading...","noPlayers":"Found no video players that supports the given video format.","noSources":"Video is missing sources.","aborted":"Media playback has been aborted.","networkFailure":"Network failure.","cannotDecode":"Unable to decode media.","formatNotSupported":"Video format not supported.","mediaEncrypted":"Media encrypted.","unknownError":"Unknown error.","invalidYtId":"Invalid YouTube ID.","unknownYtId":"Unable to find video with the given YouTube ID.","restrictedYt":"The owner of this video does not allow it to be embedded."},"sources":[{"path":"https:\/\/www.youtube.com\/watch?v=vx19vPek6iQ","mime":"video\/YouTube","copyright":{"license":"U"}}]},"subContentId":"a2a7dbdf-e0be-41f5-a4a6-15e6562a80b0","metadata":{"contentType":"Video","license":"U","title":"Assumptive Close: Sales Closing Technique"}},"alwaysDisplayComments":false,"backgroundOpacity":0,"displayAsButton":false,"buttonSize":"big","goToSlideType":"specified","invisible":false,"solution":""},{"x":18.51851851851852,"y":78.06451612903226,"width":78.10457516339869,"height":8.602150537634408,"action":{"library":"H5P.AdvancedText 1.1","params":{"text":"
Let\u2019s watch Assumptive Close Explained by SOCO Sales Training. When watching the video, think of situations in which there is the presumption the customer will buy. <\/p>\n"},"subContentId":"ffc283ac-15a7-4d24-942a-a6adb9b408ee","metadata":{"contentType":"Text","license":"U","title":"Untitled Text"}},"alwaysDisplayComments":false,"backgroundOpacity":0,"displayAsButton":false,"buttonSize":"big","goToSlideType":"specified","invisible":false,"solution":""},{"x":7.189542483660131,"y":75.91397849462365,"width":7.947615415978734,"height":13.978494623655912,"action":{"library":"H5P.Image 1.1","params":{"decorative":false,"contentName":"Image","expandImage":"Expand Image","minimizeImage":"Minimize Image","file":{"path":"images\/file-67619d35a6eb7.png","mime":"image\/png","copyright":{"license":"U"},"width":73,"height":65},"alt":"video","title":"video"},"subContentId":"8bb3be70-09e0-46d0-affc-1441ad71822b","metadata":{"contentType":"Image","license":"U","title":"Untitled Image"}},"alwaysDisplayComments":false,"backgroundOpacity":0,"displayAsButton":false,"buttonSize":"big","goToSlideType":"specified","invisible":false,"solution":""}],"slideBackgroundSelector":{}},{"elements":[{"x":4.357298474945534,"y":10.75268817204301,"width":39.97821350762527,"height":6.451612903225806,"action":{"library":"H5P.AdvancedText 1.1","params":{"text":"
The Option Close<\/span><\/strong><\/p>\n"},"subContentId":"ac9dec2b-1112-4be6-a66e-1f4deac58988","metadata":{"contentType":"Text","license":"U","title":"Untitled Text"}},"alwaysDisplayComments":false,"backgroundOpacity":0,"displayAsButton":false,"buttonSize":"big","goToSlideType":"specified","invisible":false,"solution":""},{"x":4.357298474945534,"y":21.390688172043014,"width":87.14596949891067,"height":73.11827956989247,"action":{"library":"H5P.AdvancedText 1.1","params":{"text":"
The option close is a simple technique that gives your client two options. It\u2019s important not to overwhelm your client and only give them two options. If you offer more options, you risk confusing or creating circumstances for decision paralysis. <\/p>\n\n
You can frame your close as:<\/strong><\/p>\n\n
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Which would work best for you, option A or option B? <\/li>\n<\/ul>\n\n
Note that you need to give your clients options. If you ask \u2018what would work best for you\u2019, it leaves it up to your client to pick a solution. They might pick a solution outside of your company, and that\u2019s no good.<\/p>\n\n
You\u2019ve put so much effort into getting the client to this point, you don't want to lose them at the last moment.<\/p>\n"},"subContentId":"217ae742-192c-4291-98d8-a368a3f5e130","metadata":{"contentType":"Text","license":"U","title":"Untitled Text"}},"alwaysDisplayComments":false,"backgroundOpacity":0,"displayAsButton":false,"buttonSize":"big","goToSlideType":"specified","invisible":false,"solution":""}],"slideBackgroundSelector":{}},{"elements":[{"x":4.357298474945534,"y":10.75268817204301,"width":39.97821350762527,"height":6.451612903225806,"action":{"library":"H5P.AdvancedText 1.1","params":{"text":"
The Suggestion Close<\/span><\/strong><\/p>\n"},"subContentId":"6308272d-f137-45ff-9840-f90e90dfafad","metadata":{"contentType":"Text","license":"U","title":"Untitled Text"}},"alwaysDisplayComments":false,"backgroundOpacity":0,"displayAsButton":false,"buttonSize":"big","goToSlideType":"specified","invisible":false,"solution":""},{"x":4.357298474945534,"y":21.476709677419354,"width":87.14596949891067,"height":27.956989247311824,"action":{"library":"H5P.AdvancedText 1.1","params":{"text":"
The suggestion close works best when the client isn\u2019t sure how to proceed. As the salesperson, you use your knowledge and expertise to recommend a course of action. You can make statements such as: <\/p>\n\n
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Based on how you\u2019ve described your sister, I think she will like this gift<\/li>\n\t
Most customers in your industry use this product to solve the problem <\/li>\n<\/ul>\n"},"subContentId":"d71708f5-9e24-421b-acfa-07058d7287d4","metadata":{"contentType":"Text","license":"U","title":"Untitled Text"}},"alwaysDisplayComments":false,"backgroundOpacity":0,"displayAsButton":false,"buttonSize":"big","goToSlideType":"specified","invisible":false,"solution":""}],"slideBackgroundSelector":{}},{"elements":[{"x":4.357298474945534,"y":10.75268817204301,"width":39.97821350762527,"height":6.451612903225806,"action":{"library":"H5P.AdvancedText 1.1","params":{"text":"
The Urgency Close<\/span><\/strong><\/p>\n"},"subContentId":"e1576cbf-6187-4378-bfcf-f3c647439ae1","metadata":{"contentType":"Text","license":"U","title":"Untitled Text"}},"alwaysDisplayComments":false,"backgroundOpacity":0,"displayAsButton":false,"buttonSize":"big","goToSlideType":"specified","invisible":false,"solution":""},{"x":4.357298474945534,"y":21.448021505376342,"width":49.01960784313726,"height":53.76344086021505,"action":{"library":"H5P.AdvancedText 1.1","params":{"text":"
To create urgency, you need to understand your customer\u2019s problem and pain. It\u2019s good practice to help your customers by providing resources and insights; however, you risk losing the sale if you give them too much information.<\/p>\n\n
Be helpful and kind, but don\u2019t solve the problem for them without them buying from you. <\/p>\n"},"subContentId":"662e61d4-57a3-4d89-be1c-bec8299b6631","metadata":{"contentType":"Text","license":"U","title":"Untitled Text"}},"alwaysDisplayComments":false,"backgroundOpacity":0,"displayAsButton":false,"buttonSize":"big","goToSlideType":"specified","invisible":false,"solution":""},{"x":55.55555555555556,"y":21.476709677419354,"width":41.28540305010893,"height":45.8724693627451,"action":{"library":"H5P.Video 1.6","params":{"visuals":{"fit":true,"controls":true},"playback":{"autoplay":false,"loop":false},"l10n":{"name":"Video","loading":"Video player loading...","noPlayers":"Found no video players that supports the given video format.","noSources":"Video is missing sources.","aborted":"Media playback has been aborted.","networkFailure":"Network failure.","cannotDecode":"Unable to decode media.","formatNotSupported":"Video format not supported.","mediaEncrypted":"Media encrypted.","unknownError":"Unknown error.","invalidYtId":"Invalid YouTube ID.","unknownYtId":"Unable to find video with the given YouTube ID.","restrictedYt":"The owner of this video does not allow it to be embedded."},"sources":[{"path":"https:\/\/www.youtube.com\/watch?v=--W0MuG-iEQ","mime":"video\/YouTube","copyright":{"license":"U"}}]},"subContentId":"49b645ce-0d8a-4afa-947b-be914e9edd58","metadata":{"contentType":"Video","license":"U","title":"The Urgency Close"}},"alwaysDisplayComments":false,"backgroundOpacity":0,"displayAsButton":false,"buttonSize":"big","goToSlideType":"specified","invisible":false,"solution":""},{"x":16.44880174291939,"y":77.84946236559139,"width":78.10457516339869,"height":8.602150537634408,"action":{"library":"H5P.AdvancedText 1.1","params":{"text":"
Let\u2019s watch Close More Sales with Urgency by EGIA. When watching the video, think of questions to ask during a comfort survey.<\/p>\n"},"subContentId":"d8746840-5b01-4840-acd8-ca84bd895f66","metadata":{"contentType":"Text","license":"U","title":"Untitled Text"}},"alwaysDisplayComments":false,"backgroundOpacity":0,"displayAsButton":false,"buttonSize":"big","goToSlideType":"specified","invisible":false,"solution":""},{"x":5.446623093681917,"y":75.69892473118279,"width":7.947615415978734,"height":13.978494623655912,"action":{"library":"H5P.Image 1.1","params":{"decorative":false,"contentName":"Image","expandImage":"Expand Image","minimizeImage":"Minimize Image","file":{"path":"images\/file-67619d35a6eb7.png","mime":"image\/png","copyright":{"license":"U"},"width":73,"height":65},"alt":"video","title":"video"},"subContentId":"adbb9e98-6e34-401f-b447-497ceaea071b","metadata":{"contentType":"Image","license":"U","title":"Untitled Image"}},"alwaysDisplayComments":false,"backgroundOpacity":0,"displayAsButton":false,"buttonSize":"big","goToSlideType":"specified","invisible":false,"solution":""}],"slideBackgroundSelector":{}},{"elements":[{"x":4.357298474945534,"y":10.75268817204301,"width":39.97821350762527,"height":6.451612903225806,"action":{"library":"H5P.AdvancedText 1.1","params":{"text":"
The Summary Close<\/span><\/strong><\/p>\n"},"subContentId":"64c37971-f86a-4904-9fa3-f6f8e912edb6","metadata":{"contentType":"Text","license":"U","title":"Untitled Text"}},"alwaysDisplayComments":false,"backgroundOpacity":0,"displayAsButton":false,"buttonSize":"big","goToSlideType":"specified","invisible":false,"solution":""},{"x":4.357298474945534,"y":21.46236559139785,"width":57.734204793028326,"height":73.11827956989247,"action":{"library":"H5P.AdvancedText 1.1","params":{"text":"
The summary close is when you repeat the key points of your presentation or interaction. You can repeat the benefits and value of your product and service to your client. <\/p>\n\n
Here\u2019s an example: <\/strong><\/p>\n\n
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The product helps dry skin and is perfect for athletes. You\u2019ll also get free delivery and a complimentary foot powder.<\/li>\n\t
The software synchronises with all other problems allowing you to merge calendars, messages, and other functions. You\u2019ll save time and have all of your information needs in one place.<\/li>\n<\/ul>\n"},"subContentId":"5505f306-b4cd-454a-ad67-17d4a7c404e4","metadata":{"contentType":"Text","license":"U","title":"Untitled Text"}},"alwaysDisplayComments":false,"backgroundOpacity":0,"displayAsButton":false,"buttonSize":"big","goToSlideType":"specified","invisible":false,"solution":""}],"slideBackgroundSelector":{}}],"keywordListEnabled":true,"globalBackgroundSelector":{},"keywordListAlwaysShow":false,"keywordListAutoHide":false,"keywordListOpacity":90},"override":{"activeSurface":false,"hideSummarySlide":false,"summarySlideSolutionButton":true,"summarySlideRetryButton":true,"enablePrintButton":false,"social":{"showFacebookShare":false,"facebookShare":{"url":"@currentpageurl","quote":"I scored @score out of @maxScore on a task at @currentpageurl."},"showTwitterShare":false,"twitterShare":{"statement":"I scored @score out of @maxScore on a task at @currentpageurl.","url":"@currentpageurl","hashtags":"h5p, course"},"showGoogleShare":false,"googleShareUrl":"@currentpageurl"}},"l10n":{"slide":"Slide","score":"Score","yourScore":"Your Score","maxScore":"Max Score","total":"Total","totalScore":"Total Score","showSolutions":"Show solutions","retry":"Retry","exportAnswers":"Export text","hideKeywords":"Hide sidebar navigation menu","showKeywords":"Show sidebar navigation menu","fullscreen":"Fullscreen","exitFullscreen":"Exit fullscreen","prevSlide":"Previous slide","nextSlide":"Next slide","currentSlide":"Current slide","lastSlide":"Last slide","solutionModeTitle":"Exit solution mode","solutionModeText":"Solution Mode","summaryMultipleTaskText":"Multiple tasks","scoreMessage":"You achieved:","shareFacebook":"Share on Facebook","shareTwitter":"Share on Twitter","shareGoogle":"Share on Google+","summary":"Summary","solutionsButtonTitle":"Show comments","printTitle":"Print","printIngress":"How would you like to print this presentation?","printAllSlides":"Print all slides","printCurrentSlide":"Print current slide","noTitle":"No title","accessibilitySlideNavigationExplanation":"Use left and right arrow to change slide in that direction whenever canvas is selected.","accessibilityCanvasLabel":"Presentation canvas. Use left and right arrow to move between slides.","accessibilityProgressBarLabel":"Choose slide to display","containsNotCompleted":"@slideName contains not completed interaction","containsCompleted":"@slideName contains completed interaction","slideCount":"Slide @index of @total","containsOnlyCorrect":"@slideName only has correct answers","containsIncorrectAnswers":"@slideName has incorrect answers","shareResult":"Share Result","accessibilityTotalScore":"You got @score of @maxScore points in total","accessibilityEnteredFullscreen":"Entered fullscreen","accessibilityExitedFullscreen":"Exited fullscreen","confirmDialogHeader":"Submit your answers","confirmDialogText":"This will submit your results, do you want to continue?","confirmDialogConfirmText":"Submit and see results","slideshowNavigationLabel":"Slideshow navigation"}}