What is a traditional method of earning buyer commitment?

The assumptive close method involves proceeding with a sale assuming that the buyer has already committed to making the purchase. This technique is based on the premise that salespeople should confidently move forward with the transaction, effectively treating the decision as already made. For example, a salesperson might say, "When would you like to start?" or "How will you be paying for this today?" This approach can create a sense of urgency and help buyers feel that they are making a decision rather than just evaluating options.

In contrast, other methods like the consultative close focus more on understanding the buyer's needs and allowing space for questions, without presuming commitment. The pressure close relies on high-pressure tactics to force a decision, which might backfire by creating resistance. The trial close is an intermediate step that measures the buyer’s readiness to commit without assuming a sale will happen. Overall, the assumptive close is a classic and effective technique for guiding buyers toward finalizing their decisions.