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The Assumptive Add-On Close
posted: Friday, April 1, 2011
You made the sale. Maybe you’ve even added-on, but the question remains: are you done? We discussed the concept of continuing to add-on until the customer says no, and just prior to the primary sale being complete is the perfect opportunity.
It is referred to as the Assumptive Add-on Close. It can be extremely effective and should be used after your customer has answered "yes" to the agreement questions. There are five parts to the assumptive close:
It is referred to as the Assumptive Add-on Close. It can be extremely effective and should be used after your customer has answered "yes" to the agreement questions. There are five parts to the assumptive close:
- How about- This is a non-threatening opening to the assumptive-add-on close. "How about..." or "I just thought of this..."
- The Enhancer- The enhancer allows you to give value to the add-on item without having to do a complete feature-benefit-agreement.
- The add-on- This is simply the add-on item itself.
- The Advantage- This lets the customer know why they should have the add-on versus not having it.
- Possession- This step gives possession of the primary object to the customer.
A complete assumptive-add-on close would sound something like this:
- How about a beautiful wedding ring to complete your engagement set?
- How about I explain the details on our comprehensive extended warranty to ensure your rings are protected for life?
- How about a personalized message to go on the inside of her lovely engagement ring?
- How about a beautiful matching set of earrings to go with your new necklace?
- How about we look at some other gorgeous gift items for the wedding party?
The assumptive add-on close is extremely effective if you have laid the ground work early in the sales presentation through asking add-on questions. Now you are reintroducing the add-on item that was discussed earlier. This close can be perceived as being pushy and aggressive if you haven’t ask add-on questions and determined the appropriate add-on to introduce with this close. I suggest that you to take five minutes and develop your own assumptive add-on closes and figure out what works best for you. I’ve provided you and outline but you should make it your own, and it should sound natural when you are delivering it. Just remember that it is ok to keep adding-on and allow the customer to say stop. It is only natural for a salesperson to take the money once a sale is complete but that is the best time to add-on.
There are three possibilities and you win in at least two of them. The customer could decide to purchase only the primary item and you win. The customer could buy the primary item plus an add-on and you win. Even if the customer throws an objection at you, it is still possible for you to win if you are prepared and handle the objection well. Never assume the customer won’t want that add-on.
FINAO - Brad Huisken
There are three possibilities and you win in at least two of them. The customer could decide to purchase only the primary item and you win. The customer could buy the primary item plus an add-on and you win. Even if the customer throws an objection at you, it is still possible for you to win if you are prepared and handle the objection well. Never assume the customer won’t want that add-on.
FINAO - Brad Huisken
