How to Use the Assumptive Close in Sales

How to Use the Assumptive Close in SalesHow to Use the Assumptive Close in SalesWeve all heard the saying that we should never assume. Assuming can set you up for disappointment, cause you to stop listening to your clients and to bedrngnis be as thorough as you should be during a ausverkauf cycle. But all these rules go out the window when it comes to effectively using the assumptive close. As powerful and as effective as the assumptive close can be, youd better be prepared during each step of the sales cycle or this close wont end in a close at all. Assuming a sale that you havent earned is akin to conceit, which is one of the most damaging traits for any sales professional. The Assumptive Close If you begin a sales cycle assuming that the prospect is going to buy your product or service, and you subtly let your prospect know that you are assuming that they will become a customer, you are employing the assumptive closing technique. Sounds pretty simple, right? Well, it is but th ere are a few things to keep in mind when using the assumptive close. Your State of Mind Funny thing about having positive expectations whenever you enter a sales opportunity Things seem to work out more favorably. Maybe there are some cosmic or divine forces at work or maybe being positive just puts you in a more resourceful mind-space. The more positive you are, the fewer fears or reservations you have. If there is one thing koranvers to kill a sale, it is doubtful. You also approach each step in the sales process with more enthusiasm, more energy, and more confidence. These traits are contagious and often have positive effects on all you come in contact with. People, in general, prefer to spend time with positive people and avoid those who are negative. Using an assumptive process that develops positive traits not only has positive effects on those with whom you interact but has been shown to have significant benefits to you that permeate all areas of your life. Assuming that your prospect sees the benefits of your product or service gives you a distinct advantage. While your assumptions may be completely wrong, your confidence can be contagious and may be all that is needed to pull your prospect out of the prospect column and into the customer column. It is important to note, however, that assuming too much may backfire. You need to use frequent temperature checks of your customer to make sure that she is following along with your assumptions. Your Customers State of Mind In general, people love to buy things but do not like to be traktement things. When dealing with a sales professional who feels they need to a prospect through each step of the sales cycle, people have a natural tendency to push back, become suspicious and often end up not buying anything at all. However, when someone feels they are being guided by a confident sales professional who seems to understand them, people often times follow the lead of the sales professional. Your main t ask is to lead them towards a sale that benefits them and you. Low Pressure The wonderful thing about the assumptive closing technique is that it is very low pressure. Instead of trying to convince a prospect to do something, you assume that they want to and agree with moving forward. This only works if youve done your job thoroughly in each sales step and have the right to assume the sale. Do a poor job of prospecting, qualifying, delivering value or any of the steps in a sales cycle and your assumptive close turns into a pompous push. If you find yourself having to employ hard close techniques, should serve as an indication that you have not done a good job with one or more steps in the sales process. Using the assumptive closing technique to move from one sales step to the next works extremely well once your customer sees enough value to invest more time and energy. A Final Word The Assumptive Close has many benefits to both the sales professional and the customer. Not on ly can the sales process be enjoyable, rewarding and easy, the process can also be much shorter. Getting to Yes is the goal of every sales professional. The quicker you can get to yes, the quicker you can get on to the next sale. In the first paragraph of this article, it was suggested that the assumptive close allows you to throw away the critical factors that you follow during a sales cycle. After reading, youre probably wondering, So, what are those things I can do away with if I use the assumptive close? The answer is, actually, none. In fact, you need to listen even more closely to what your client is saying.

2015 Honors Assembly Awards

2015 Honors Assembly Awards 2015 Honors Assembly Awards 2015 Honors Assembly AwardsASME selected nine prominent engineers, scientists and educators for 2015 Honors Assembly recognition. Watch a video profile of each honoree by clicking on his or her name, below.Honorary Member Romesh C. Batra Virginia Polytechnic Institute and State UniversityHonorary Member Webb J. Marner Univeristy of California, Los Angeles and Jet Propulsion Laboratory (retired)Honorary Member Terry E. Shoup Santa Clara UniversityASME Medal James R. Rice Harvard UniversityM. Eugene Merchant Manufacturing Medal of ASME/SME David Dornfeld University of California, BerkeleyKate Gleason Award F. Suzanne Jenniches Northrop Grumman Corporation (Retired)Ralph Coats Roe Medal Freeman A. Hrabowski III University of Maryland, Baltimore CountyGeorge Westinghouse Gold Medal Karen A. Thole The Pennsylvania State UniversityMelvin R. Green Medal James A. Thomas ASTM International

How to Succeed in Your Telecommuting Job Search This Year

How to Succeed in Your Telecommuting Job Search This YearHow to Succeed in Your Telecommuting Job Search This YearTelecommuting and remote work options continue to increase and improve the chances of finding flexible employment. But, a telecommuting job search, or any job search, can be difficult if you dont focus on the tasks that will help you succeed. Below well cover some of the stats surrounding flexible work, in particular, telecommuting, and how you can be successful in your telecommuting job search this year.The World of Telecommuting- In NumbersKnowing what you are getting into is half the battle. The numbers below can serve as indicators to help guide you in your search. Using these figures can assist in targeting your search to uncover the hidden, legitimate jobs that are available.31 percent of full-time employees do most of theirwork away from their employers location.For every one legitimate job, there are60 job scams.75 percent ofwork-from-home employeesearn more than $65,000 a year.There has been a 79 percentincrease in telecommutingfrom 2005 to 2012.Telecommuting from home one day per week is the mostcommon form of remote work.76 percent ofremote job seekershave prior telecommuting work experience.37 percent of workerstelecommute from home.89 percent oforganizations support flexible workoptions.90 percent of HR professionals predict thatflexible work will increasein the next five years.Your Telecommuting Job Search This Year- Be SuccessfulStart your telecommuting job search hereTo have a successful telecommuting job search, you need to add a little more focus into your methods. Rather than doing a basic search for a job title or location, you need to factor in the type of flexibility you want to land- telecommuting. Using the tips below in your telecommuting job search can help guide your success.Invest in your search daily.To make the most of your time and have better success, you need to be active in your search every day. The sooner you find an opportunity and apply, the more likely youll get on someones radar.Dont limit yourself to a particular field.In other words, expand your horizons. Sure, you might be a healthcare professional, but your skills and experience can be used in other industries. Include these in your search.Expand your geographical search base.Telecommuting opens up a world of opportunities- literally. When you canwork from anywhere, why limit yourself to a particular geographical location. Get globalUpdate andtailor your cover letter and resume.Theres nothing worse than sending in an outdated resume and form cover letter. Get your documents up to date with current skills, experience, and contact information. Also, make sure to tailor these to every job and employer you apply for.Create a portfolio or website.Employers like to see your work, socreate a portfolio or websitewith your best and most recent projects. Include a bio about yourself, a bit of contact information, and links to other areas where employers can contact you, such as social media.Get busy on social media.If you arent on social media, do so now. Not only are you able to interact with employers and search for jobs, but you are also able to grow your network and get recruiters to notice you. However, make sure you keep your profiles clean, professional, and accurate. Consistency in your brand is essential.Personal branding is a must.If you arent sure what your brand is, nows the time to work on it. What are you about? Where do you want to go? What can you offer employers? Use this branding consistently throughout your search, including on social media, in yourfive-word job description, and in yourelevator speech.Optimize with keywords.To beat applicant tracking systems and to be more searchable, utilize keywords in your social media profiles, cover letter, portfolio, website, resume, and your search. Usecommon keywordsfor your desired industry, company names, job titles, and type of flexibility, locations, schedu le type. Youll be surprised at the different results youll yield.Enlist the help of others.Job searching can be lonely, stressful, and sometimes frustrating. Create ajob search kollektivto help keep you motivated and accountable.Grow and nurture your network.Your network can be a springboard for opportunities. Make sure to reach out to current connections while also working to build new relationships. Opportunities include professional organizations, alumni groups, and job fairs.Search backwards.Rather than focus on your job title, start by focusing on an industry or company. Every employer uses a variation when it comes to job titles, so using a backwards search method can help you source new and different openings.Use .As a niche board for flexible work, is the one place where job seekers looking for telecommuting jobs can be safe. In addition to legitimate flexible job listings, provides job seekers with the tools and resources they need to be successful.Flexible work such as t elecommuting is going to continue to grow, not only in popularity but also in opportunities. Hone your job search skills specific to finding telecommuting work and dig in to make the most of your time. Although atelecommuting job search might take a bit longer than a typical job search, thebenefits of working from homeare well worth it.Readers, are you conducting a telecommuting job search this year? What type of job are you looking to land? Share with us below