Close

The Assumptive Close

In the sales world, there is such thing as an ‘assumptive close’. This is where a sales person ASSUMES the customer is ready to buy – So they skip past the close and work on the mechanics. For example, “Tell me when you would like to take receipt of your item and we can get started on the paperwork.” 

In our social impact world, I’d like to repurpose The Assumptive Close. I don’t think of this as a closing technique, instead, I think of it as an attitude and a mode of communication that helps you continue toward a closed commitment.

There are times when a prospect is CLEARLY ‘in’, but we haven’t yet confirmed the commitment. Perhaps you had a great visit and the prospect said, “I want to help – financially – give me some time to look at my other obligations…”
If I were to coach you through this follow up strategy, I’d say, don’t think about HOW or IF you’re going to have a numbers conversation on the next visit. Instead, remember the prospect has already said, “I’m IN!!!!”  

So, you can continue to move forward with this ASSUMPTION in the next conversation.  

Too often, we see uncertainty and doubt creep in. I was with an Executive Director last week, and in this case, she was trying to figure out how to bring up the gift again. She had doubt about the commitment and – absent of a mental model – moved backward and started trying to figure out how to ask – again. Just thinking about this as an ‘Assumptive Close’ helped her frame the next conversation.

The predisposition (framing) for the next conversation was as simple as this: “I’m looking forward to getting together tomorrow and talking next steps. It’s great to know you’re ‘in’. We are so incredibly grateful for your support.”

You can ASSUME it will close and you can communicate with that belief in mind!

Share:

The Napkin Close

Tom demonstrates the Napkin Close with a high capacity prospect that is already invested in the organization.

Key Learning Points:

When going after a high number, such as $10M, layout a pyramid funding plan with the prospect in a template such as – 1 @ @2m, 2 @ $2M, 4 @ $5k. If the prospect is already invested and a champion for your cause, ask the questions, Would it be possible for you to take the lead on this effort? or, Where do you see yourself on this pyramid?

Share:

Discovery Close

The Discovery Close can be used when you have not been able to qualify the prospect’s interests or capacity.

Key Learning Points

  • Ask questions and listen!
  • “Where do you see yourself?”
  • “Would you be willing to share with me a little about your grant making process?”
  • “I know you give to so many wonderful projects, could you share a little about your philosophy and priorities?”
  • “I know you have a foundation but I don’t really know much about that, would you be willing to share a little before we talk about the funding plan and how you can help?”
Share: