When to use it?
Typically, best after getting a “No” after the Utility Close.
What does it sound like?
“Got it. What would be a better date to move forward?”
How it works?
After getting a No following the Utility Close, we will find ourselves in a situation where the no was presented for a reason or a host of reasons.
We need to be able to elicit which specific reason or group of reasons motivated the no. What is holding the merchant back?
You could get frazzled, stumble all over yourself, hear what is not being overtly stated, and think, “it’s probably the cost, or maybe it’s the payment, or the term, or maybe they have a better offer, maybe they don’t like me, maybe they know about that embarrassing choir snafu in the 5th grade, etc.”
OR, you pre-suppose they’ve come this far with you because you are the Funding Pro who will get the job done for them. You strategically assume the timing is not right – YET.
You’ve had your eye on someone for some time, and you finally build up the courage to ask this person out on a date for this Friday night. They say no, what are you going to do? Scrunch your face to hide your tears and sprint the other way?
If you’re committed and you’re determined, and you really like this person, you come right back with, “then, how about this Saturday?”
The Assumptive Close will draw out very important information we can use in the negotiations as we advance forward to close and fund.
More often than not, the no is not because of “no, not right now.”
There are other reasons for the no – but we want to smoke these out so we can handle them.
A lot of times, we will predictably get, “It’s not that date that’s the problem, the problem is X.”
We listen and take note.
We want to elicit the big fat hairy problem, so we can solve it.
Why it works?
This close is a follow up close, best used when Utilization Intent has already been indicated.
Here we are really closing the merchant on continuing the dialogue, and not writing us off and going dark.
Time kills deals!
We don’t waste time.
This is reconnaissance time. We must get to the heart of what they really want, what they really need, and what is holding them back from moving forward with us.
Customers and prospects are humans. We, as humans, are not the best at knowing exactly what we want at the first go, or even the second.
We need help with important decisions. As their Trusted Advisor, we can be their assistant buyer – sorting through their hairy issues, and solving them.
People don’t like to be sold to. They like to buy. In the age of the internet, they like to buy through an educated purchase.
And merchants like to buy, especially if the funding is directly linked to an ROI or Key Business Outcome that will have an immediate impact.
Remember, they are buying a Key Business Outcome through the funding you are providing. Help them associate back to this – as this gives the most effective context for decision-making.
Get commitment on continuing with you so you can get to the real issue, solve it, close and Fund.
Put the Assumptive Close to work, and Happy Funding!