SmallySmalls

Caffeine Queen

Assumptive closes while prospecting

Can we talk about this? Used to be outbound only, am now in a role where I'm the recipient of an ungodly amount of outreach - most of it not good.

I've come to realize that little bothers me more than assuming I want to have a call. Even if the note is relevant and personal, it's a few too many logical leaps and off-putting even if I am interested. Like, don't ask me whose place we're waking up at when I haven't even said yes to dinner.

I know data backs this up, but I think the relic playbooks of many an archaic sales org feels differently. And maybe certain exceptions aren't captured in that data. What's your take?

🔎 Prospecting

👑 Sales Strategy

💌 Cold Emailing

11 comments

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SaaSam

Politicker

Account Executive

Love the metaphor. But I'm with you on this. While the assumptive sale is a popular method for a reason I feel it is quickly falling from graces. Personally when someone uses that method with me in any situation it immediately puts me off.

I don't think it's wise to use only one sales method and leave the others. The assumptive sale will always have it's place but it's wise to feel out the prospect before using it. Some folks need that push, some find it offensive.

BmajoR

Arsonist

Account Executive

What about it puts you off? Do you find that it puts you in a defensive mode?

SaaSam

Politicker

Account Executive

Not exactly, I just don't care for someone trying to make my decision for me, feels akin to putting words in my mouth, in a way. Obviously that's my take, but that's why I think it's wise not to come out of the gate with the assumptive approach. Give yourself a chance to feel the prospect out and understand how they might respond to it.

BmajoR

Arsonist

Account Executive

Makes sense. What are the signs you look for that would give you the green light to go with the assumptive route?

SaaSam

Politicker

Account Executive

If the person seems to lack a lot of self confidence or is indecisive. Some folks have a hard time simply making a decision and spend too much time on the fence waiting for someone to push them in a certain direction.

My wife is this way. I've learned not to ask her what or where she wants to eat and just say, "hey lets have x for dinner tonight" if she truly doesn't want that she'll say so. However, if I ask what she wants to eat we will both die of starvation before she can decide what she wants.

SmallySmalls

Opinionated

Caffeine Queen

For me I think it's just not something that would ever happen in regular/non-sales conversation. I don't know the person reaching out, they haven't actually asked if I want this (or if it's at all relevant), and yet are being just a bit presumptuous about how things are going to play out from here.

I guess another analogy could be someone you've never met inviting themselves over to your house? And then not listen to you or your own rules once they get there? There's likely no correlation but in my mind the assumptive closers are also the assumptive discovery callers who don't listen to what you say and then follow up 65 times for no reason even though you told them there's no fit this quarter.

If I really am interested I'll still say yes but proceed with caution. If I'm on the fence though it makes a difference.

SmallySmalls

Opinionated

Caffeine Queen

I'd agree with this - like someone very directionless, indecisive, or deer in the headlights about how to move forward and waiting for you to lead the conversation. But you can't know this in a cold email anyways!

Hambalang

Politicker

Enterprise AE

My boss is really into hard call to action's. He's been in sales for like 20 years and that's the way he was taught to do it. I on the other hand, am totally with you.. I think it's really offputting and assumptive. So we actually tested it on our Outreach sequences. Version A had hard CTA and version B has an interest based CTA.

Version B won by a landslide but not in the way that you think. The reply rate for Version A was slightly higher but so was the rate of opt outs. Version B had a lower reply rate but the subsequent email performed VERY well.

SmallySmalls

Opinionated

Caffeine Queen

This makes a ton of sense to me! Version B seems like it's closer to how a regular human interaction would go too, and that *is* what's happening here at the end of the day. Thanks for sharing Hambalang, love getting data on stuff like this.

poweredbycaffeine

WR Lieutenant

☕️

I need one more assumptive close like I need to listen to Gary V scream about some bullshit: I will NEVER enjoy it. I never used them, and I wish that it would die by the wayside as a technique in prospecting.

WinbackKing

Opinionated

Senior Investment Associate

Like all sales techniques they need to be used in the correct part of the sales cycle. Cold email is definitely not where an assumptive close will be very effective as seen from personal experience. Love the interest based CTA as well like hambalang said above.

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SmallySmalls

Assumptive closes while prospecting

11 comments

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