How the Order Sheet and Assumption Close Is Used

The Order Sheet Close: When the closer has overcome the customer's basic objections, the closer should say something like this, “Mr. Customer, now let me show you what it [finances and facts] looks like on paper.” Then the closer should take out an order sheet and ask the customer, “Mr. Customer, what exactly is your full name?” If the customer doesn't stop the closer from writing down information then the customer has almost automatically bought — he's “closed.” But if the customer does try to stop the closer from writing, he will nearly always bring out his real and final objections. The closer should conquer the objection, as he is well trained to do, and then continue to write down information on the order sheet, acting as though it were the normal procedure. When the entire order sheet is filled out the closer should sign it first and then calmly hand it over to the customer and say, “Mr. Customer, I just need your name right here with mine and then we can have this approved.” The closer's casual attitude of assuming the customer was going to buy all along will only help convince the customer that it is perfectly OK for him to sign the order sheet. (Note: The closer should also take notes on the actual order sheet or contract, if possible, during the sales presentation. This way the customer will become accustomed to seeing this otherwise unsettling paper. When it finally becomes time for him to sign, the customer won't be as surprised and scared by the sight of the order sheet or contract.)

The Assumption Close: When the closer has conquered all of the customer's objections and the closer knows the customer is ready to be asked to buy the product (or service), the closer should confidently say, “Mr. Customer, why don't you give us a try?” (The closer's arm should be outstretched, waiting to shake hands and congratulate the customer.) In most cases the customer will automatically shake the closer's hand (having the same effect as an unsaid yet affirmative buying answer.) This sudden and impulsive response on the customer's part will make him feel somewhat committed; the closer, acting as if there is nothing more to be said and the deal is done, should immediately start writing up the order sheet. (NOTE: The Assumption Close requires you to act as if you know that you are going to “close” the customer the minute you first meet him.)

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