I’ve been watching Sex, Lies & Videotapes on DVD this week. Remember this movie? No? Well, it was made in 1989 so probably many of you missed it due to your crazy elementary school schedule. Anyway, earlier this week I promised to help out the more introverted among us with some tips for “smoothly closing” our clients when it’s the right thing to do and lo and behold... right there on my movie screen is a perfect example of a Soulful Assumptive Close! So, I’ll start there.
In the movie, Graham (james spader) asks Cynthia (laura san giacomo) to let him videotape her. I’ll spare you the details, but let’s just say that she’s intrigued, yet a little unsure. She wants to do it - that’s clear - but she’s uncomfortable coming right out and saying so.
Cynthia asks a series of delaying tactic questions (“How long will it take?” “Do I sit or stand?” “Will anyone else ever see this tape?”). Graham quietly answers her questions and at the same time, casually picks up his video camera, loads a tape and sets up the tripod. He sits down in an easy chair and gestures for her to relax on the sofa. He turns the camera on and begins asking questions. She can either answer them, thus agreeing to be videotaped, or refuse to answer, thus declining to be videotaped. The power was always in her hands; Graham just made it easy for her to say yes.
Fade Out
The Assumptive Close is defined as “acting as if the prospect has already made the decision”. What you’re supposed to do is to move the conversation toward the next steps without waiting for permission or a specific request to do so. Typical examples of the assumptive close in real estate include:
“Would you like to ask for the refrigerator in your offer? ”
“Would this Friday be good to go on the market?”
“Let’s meet back at the office in an hour to review the comparables”
When done respectfully and with the right intentions, the assumptive close will be welcomed by your buyer, seller or prospect. They’ll be relieved you took control and will enthusiastically follow your direction. They’ll happily go where you lead and love you for it.
And of course, they still have the power to say no or to halt the process, and certainly you should respect their wishes if they do so.
In the example I used in my previous blog, how could the shipboard hairstylist soulfully closed me on the Overpriced Facial or the Total Body Detoxification and Purification Experience? Easy, right? She could have picked up her appointment book and simply showed me what times were available. How hard is that? Or she could have shown me a brochure of the various types of facials offered and asked which one I wanted. Neither of these tactics are pushy or aggressive. I still made the final decision; she just made it easy on me.
For the Reluctant Salespeople among us, using the assumptive close should come naturally with a little practice. Try using it in other areas of your life if you’re uncomfortable experimenting with your clients. When it works, it’s a beautiful thing!
You haven’t heard the last of this from me... more closing techniques for introverts coming soon!
Copyright Jennifer Allan 2007
Jennifer: What a great post. Am I an Introvert ? On the Myers-Briggs, I am an INFP with a very high N and a very high F. Very few people believe me when I mention that I am very much of an introvert. I easily and quickly share with them that much of my apparent "ease" of talking with others, and my smooth-as-butter closing techniques have been acquired from years and years of forcing myself to do it. At first, it was such a hard thing for me to do.
I look forward to reading all of your future posts. Thank you so much... Karen Anne PS... when I first saw the movie you mentioned, I remember I did not like it. Perhaps it deserves a second look ?
Ooh, James Spader...or "perv lite" as I call him. LOVE him in Boston Legal.
Oh, wait...we're talking real estate. Darn! I got sidetracked by your reference to one of my all time favorite movies. ;-)
The analogy of closing with this particular movie works brilliantly...that scene is intoxicating and about as smooth as any I have ever seen. Bravo!
I remember learning the assumptive close in my training...
When I was a server, the assumptive close was, "Ready for another?" as you picked up a beer bottle... or "You look like you've been saving room for our Carrot Cake"
The best servers ran up checks because they knew the who and the when... things like going up to a table of women and saying that "You know that splitting a hot fudge cake makes it fat free"
Taking that into my work in consumer electronics it was just asking a consumer if you could get them a cart or how about I carrry this up to the register for you... and adding accessories without ASKING
good post
Jennifer - you always have such great ideas! I really enjoy reading your blog.
It's great that you identify people who are introverts. I actually had my previous team leader tell me that since I didn't score well on the DISC profile I would never make it in real estate. I was an agent less than a month! What a thing to hear. Notice, I did say "previous". I left and couldn't be happier!
You have such insight!
Susan - You and I are the same person! Have I said that before? I feel the same way about James Spader - something about himmmmmmmm..... and watching that movie again - it's brilliant!!
Linda - I hear all the time how my introverted personality is a detriment to my chances for success. HA! Glad you found another place to play!
David - great analogies! It does come naturally after a little practice.
Karen-Anne- I didn't really get it either, but something called me to order it again. And this time... I love it.
Vicki - can you think of any more respectful assumptive closes?
Hey, I was working full time when that movie came out and I didn't have time to watch it. But NOW I want to go rent it! LOL
As usual a well written and helpful blog. I am giving you 5 stars for this one, baby!
Actually, I think that most men know exactly what the "assumptive close" is and I think that most women have mastered it, if they think about it???
Bob Mitchell
ValueList Real Estate Services, Inc.
J-dawg,
Once again you have danced with the devil and enthralled us in the same fashion Salome crafted before Herod. I remember the movie and the scene and it is a perfect fit. Analogies have a wonderful way of opening the eyes of the most voyeristically challenged. You my dear new friend continue to paint pictures that scream quietly....here is a simple truth.
thank you
jmac
Well Jennifer, I hadn't heard the term "Reluctant Salesperson" before, and I don't think I'm a full-blown introvert. I have no idea what my Myers-Briggs is, that was a loooooong time ago. LOL. I like to consider myself a "Functional Extrovert", yep, that's my story and I'm sticking to it!
Does remind me of a story though. A friend asked me to stop by for a market analysis (about 10 years ago). At that time I was using the do-it-yourself aluminum signposts (seemed like a good idea at the time). I got there a little early and figured what the heck. I put the "For Sale" sign up before he and the wife got home. It was pretty funny watching him get out of the car. But he signed the agreement that night and we sold the house 2 weeks later.
How's that for an assumptive close??? Just 2 more cents here. Thanks for the post.
Those questions sound like an introvert tying to be revealed and seen....
thus becoming an extrovert.....
hehehehehe
Nice post, Jennifer!
Ok, I am gonna admit this was one movie I didn't get to see, LOL!!
But, I have to admit James Spader is HOTT!!
I will have to rent the movie now, so I can fully understand ...(big grin)
The assumptive closes are powerful and natural. Good post.
Jennifer: Watch out for the comment # 19 above me. It is a spam comment. I have seen perhaps ten of them tonight. Also... I suggest you NOT click on the link... since it is spam... and may lead to some virus or trojan horse. I suggest you DELETE the above comment. Take care... (7-18-09)
Jennifer: Watch out for the comment # 21 above me. It is a spam comment. I have seen perhaps ten of them tonight. Also... I suggest you NOT click on the link... since it is spam... and may lead to some virus or trojan horse. I suggest you DELETE the above comment. Take care... (7-23-09)
I thought Active Rain had managed to stop these darn spam messages, but I guess they have not been as successful at it as I had hoped.