By Jack White
To assume is said to make an a - - out of u and me. While this is true in most cases, being assumptive in selling is an entirely different scenario. I often use the assumptive close with art buyers. I assume they want to own my art when we begin the conversation. The moment the prospect shows real interest, I just assume they would like to take that piece home with them. My next step is to assist them in making their desire a reality. Because of my assumption that they want to own the art, I treat them differently. I don’t sell; I help the client acquire what they want. There are two types of closings, assumptive and suggestive. [link]
On the surface they appear to be the same. In truth, they are not similar at all:
- The practice of trying to sell something by acting as though the potential client has already decided to buy is assumptive.
- Saying the art would look good on their wall or table is suggestive.
- Remember, just relax.
- Assume the client has already decided to purchase the art, ask editorial questions, listen and have fun.
- You will make a lot of sales and gain new collectors.
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