The Assumptive Close

Brett Henry

It’s interesting that over the many years of sales experience that I have had, that I have never noticed 2 people having the same techniques or approaches to closing a sale. Of course, the foundation of any sale is the qualifying which we have spoken about before. But what about the close?  In the auto industry they usually will have a manger that is called the closer. He or she is only brought into the potential sale when the salesperson has failed to seal the deal. Most auto agencies have a strict policy that no one leaves unsold until the closer has taken a shot at closing the deal. But they are selling a tangible product, we are not.

Painting a picture or scenario in the prospects mind is a key feature to being successful. That may entail telling a story of an experience you or one of your clients had with some type of insurance coverage. These prime examples or stories must be expressed to the prospect, so they understand how important the proposed insurance coverage is. Once this accomplished, I continue with asking and collecting all the important information in order to sign them up on the spot. I don’t ask permission. I assume they want the coverage. Why wouldn’t they? After all, you just gave a plausible argument of why it was absolutely necessary. 

This approach accomplishes two things. First, it will walk them right into the sale and close. Or it will bring up an objection. The objection is not failure, but an opportunity to over-come the objection by creating a sense of urgency and necessity. Don’t be afraid to add ancillary in your quotes. Allstate Plan Enhancers are like shooting fish in a barrel! We like to call them deductible insurance. They are amazing and an easy add to any ACA or STM.  If you are into Medicare sales, which everyone should be, those consumers are primary prospects for the Smart Cremation pre-need travel plan. For only $499 down and $35 a month and zero percent interest, how could anyone go wrong. But you do have to bring it up in the conversation and give the prospect the opportunity to say yes!

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