Real Secrets of the Top 20%

How to Use Assumptive Questions Now on to Today's Top 20% Secret which will teach you how to ask assumptive questions which will give you the information you'll need to close more business. You know, there are all kinds of questions a sales rep can ask -- closed-ended, open-ended, directive, etc. -- but none are more valuable than the assumption question. While 80% of your competition use closed ended questions – "Are you the decision maker on this?" only the Top 20% use and value the proper use of the assumption question. The main benefit of using an assumptive question is that it often catches your prospect off guard and eliminates the smoke screens they are so used to giving.  Let's take the above example of the decision maker. To start with, most prospects you speak with will involve others in the decision-making process.  But most of them won't tell you this until the end of your presentation. Asking the closed-end question "Are you the decision maker," often prompts them to say yes a