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The Assumptive Close
An assumptive close moves into practical implementation language: “Would Monday or Wednesday work better for onboarding?” It is appropriate only when the buyer has already communicated clear intent. Using it to manufacture consent is not confidence; it is commercial carelessness.
A safer version confirms intent before arranging details:
“If you are comfortable proceeding, shall we schedule onboarding for Monday or Wednesday?”
The additional clause preserves clarity and prevents an operational question from being misrepresented as approval.
The Alternative-Choice Close
This technique offers two legitimate routes rather than an artificial choice between buying and being embarrassed:
“Would the pilot programme or full rollout better match your current risk tolerance?”
Both options must genuinely suit the buyer. Presenting a deliberately unattractive package merely to steer someone toward a preferred offer can damage trust once the construction becomes visible.
The Trial or “Puppy Dog” Close
A trial, demonstration or pilot allows a buyer to experience value before making a larger commitment. It is particularly useful where adoption, usability or performance cannot be understood through a presentation alone.
The trial must have a defined duration, success criteria, responsibilities and post-trial decision. Otherwise, “try before you buy” becomes free work with no conversion mechanism.
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