How it works
Instead of asking 'Do you want to go ahead?', the seller asks a question that assumes the answer is yes and moves to the next practical step: 'Shall we set your start date for the first of the month or the fifteenth?' or 'Who should I send the agreement to?' The buyer can still say no, but the question frames going ahead as the natural next move. It is one of the oldest and most widely taught closes.
Example
After a buyer asks how long onboarding takes, the rep summarizes the agreed priorities and asks: 'Would you like the kickoff call next Tuesday or Thursday?'
- Buyer
And the team could start using it before the end of the month?
- You
Yes. You said the priority is getting the night shift onboarded first. Would it work to start them on the 24th, or would the following Monday be better?
When it works, and when it backfires
An assumptive close works when the buyer really has decided and just needs a clear next step. It turns a hesitant moment into an easy, practical choice. It backfires when the seller hasn't earned the assumption. If the buyer still has open concerns, assuming the sale feels pushy and can damage trust. That's why it pairs well with trial closes earlier in the conversation, which check whether the buyer is ready before you assume they are.
How to practice it
Practice spotting buying signals first, such as questions about onboarding, contract terms or who on their team would use it. Then practice a short summary of what the buyer said they need, followed by one assumptive next-step question. Also practice the recovery: if the buyer pushes back, acknowledge it and ask what's left to resolve, rather than pressing harder.