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What is Assumptive Closing in Auto Sales?
Also known as the presumptive close, in which the salesperson intentionally assumes that the prospect has already agreed to buy, and moves forward in the sales process.
The Assumptive Close Technique is designed to head off any smokescreen objections the customer may be hiding behind and allows the salesperson to address them, overcome them, and move forward with the sale.
Assumptive Closing is the Art of using a phrase or question that assumes the sale, and you are moving the customer to the next step, this is usually your Write Up step where you will be finishing the negotiations and paperwork.
The Assumptive Close Technique is an important part of any Auto Sales Process, and just like any other part of your process, you need to Practice, Drill and Rehearse them to become proficient in using them. You don’t want to be practicing on your customers, that is NOT the place.