Assumptive Selling vs Suggestive Selling
A Suggestive Assumption
There are two types of closing that appear to be identical, assumptive selling and suggestive selling, but they are entirely different.
In assumptive selling, you speak as if your prospect already owns your product or service. For example, "Mr. Smith, I know you'll feel true pride of ownership driving your new Gazelle 500 into your garage, especially when you see the looks on your neighbor's faces." You'd never say, "If you buy this Gazelle 500, Mr. Smith, I know you'll feel true pride of ownership..."
In assumptive selling, you give your prospect ownership of the idea, product or service to help move him or her toward making the correct decision to make the purchase.
In suggestive selling, as the name indicates, you suggest the sale. For example, when you order a big Double-Gulp Cola at your neighborhood ice cream parlor, your waitress might say, "May I get you an apple turnover with that?" She is adding to the existing purchase, not assuming you will make one.
Both techniques can be effective in proper context, but do not make the mistake of assuming that they are the same.
From: Sell It Today Sell It Now
© 2001 Tom Hopkins International, Inc.