Ever had a prospect who seemed super interested—nodding, asking great questions—but then suddenly hit you with the classic, “Let me think about it?”
Frustrating, right?
You’re not alone. One of the most common—and painful—challenges in sales is getting prospects off the fence. They’re engaged, they like the offer, they should say yes… but something stalls. Often, that stall can kill your close.
That’s where presumptive statements come in—a simple but incredibly effective technique I teach in my sales training and sales and marketing courses. If you want to turn more “maybes” into “absolutely-s,” this one’s for you.
What Exactly Is a Presumptive Statement?
It’s similar to assumptive language, but with a bolder twist. Assumptive language suggests that the prospect will take the next step. Presumptive language? It speaks as if they already have.
Let’s say you’re talking to a prospect named Mary. You’ve had a great conversation, and everything is pointing toward a yes. Instead of saying: “If you decide to move forward…”
Try this instead: “Mary, I’ve gone ahead and reserved a spot for you in our next training program, which starts next week. Let’s finalize your enrollment today.”
Boom. You’ve just nudged the conversation from “thinking about it” to “already happening.”
Why Presumptive Language Drives Commitment: It’s Psychology, Not Pressure
This technique isn’t about being pushy—it’s about creating momentum.
We humans have a deep, psychological desire to be seen as consistent. When someone believes we’ve taken action—or intends for us to—our brain naturally aligns with that expectation. Saying no now feels like backtracking—and people hate that.
What’s powerful about presumptive language is that it leverages existing rapport and trust. You’re not jumping the gun. You’re building on the relationship you’ve already created and simply guiding the prospect forward confidently and smoothly.
When to Use It—and When Not To
Timing matters. Don’t lead with a presumptive statement five minutes into a cold call. That’s just awkward. However, once you’ve had a meaningful conversation, built a connection, and clarified value, presumptive statements become your gentle closer.
It doesn’t have to sound robotic. Make it feel natural:
- “I’ll loop in our support team now so they’re ready to help once we get your onboarding wrapped up.”
- “I’ve scheduled a welcome call for Friday so we can hit the ground running.”
Statements like these signal action and position you as someone who’s confident, prepared, and proactive—exactly the kind of person your prospect wants to work with.
Sales isn’t just about explaining benefits or answering objections. It’s about guiding people toward decisions that serve them and doing it with clarity, confidence, and care.
Adding presumptive statements to your sales training toolkit gives you that extra edge. It helps close the gap between interest and action, without ever feeling pushy.
So here’s your challenge: try this in your next few sales conversations. Watch how the energy changes when you lead with confidence and act as though the decision has already been made.
When you believe in your solution—and act like it’s already a done deal—your prospects are far more likely to believe it too. Want more closing techniques that guide the conversation without pressure? Visit Paul Martinelli on YouTube for powerful sales training strategies that help you close with confidence—and integrity.
Every great closer has a unique style—what’s yours? Take my free Ultimate Closing Persona Quiz and get actionable tips to align your natural strengths with proven strategies.
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