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Assumptive Close

Here are some examples of assumptive closes: "It sounds like you've already made the decision to go with an open classroom format, so based on that, will you be having everyone attend one session or will you be doing multiple sessions?" Or,” It sounds like immediate delivery is of primary importance. Are you looking to change the type of paper you utilize or just the color brightness of the paper?”

As you can see with both of those statements, it makes the assumption that what you have inferred from the other person is factual. This allows them to backtrack or change facts and figures without feeling foolish. This also allows you to sound as though you are a partner with them rather than contradicting what they said.

For more on closings take a look at Anne’s book, Outcome Focus® Approach: How to be Authentic in Your Delivery. Go to the Products tab and click on Books.