Closing with Presuppositions

Don't think to hard, use Presuppositions
Photo by Graur Razvan Ionut

A great way to close a sale is by using presuppositions, now I know what you are thinking, what is a presupposition? Basically a presupposition is a command in the form of a question, so it appears as if the prospect has a choice.
 

For example if you wanted to go to a movie but didn't want to go by yourself you might call a friend and say “what movie do you want to see?” the presupposition that you are going to the movies, and that part isn't even up for debate, it is fact! You have hidden that fact by appearing to need them to make a decision of “what movie to see”


You can enhance the effect if you can frame the person in the right state of mind first. Back to the movie example, if you were to talk about how great movie popcorn tastes and smells and then as the presupposition you should have enhanced the effects. 

To the question of closing a sale, and how does this help? It is very simple really, next time you go to ask for a P.O. or a sale, use the presupposition that they are already going to buy from you and then form it into a question that requires their inputs. For example using what we have learned in the other A-Z you would say something like “Beth will I get the order in the morning, or this afternoon?” you used a presupposition, you used the person’s name. The prospect thinks they have a choice, but in reality you are getting what you want, (the sale) and that is closing a sale with presuppositions.