This close is best used in smaller areas and is most effective when you’ve done your job thoroughly in each step of the hiring process.  If you’ve performed less than stellar with prospecting, qualifying or delivering value, your assumptive close could come across as pushy and self-serving. Always keep in mind that your main task as a Search Consultant is to guide all parties through a successful hiring process.

This close can also be deployed at the beginning of the marketing or recruiting process. For example, if you begin a marketing call by assuming the hiring manager is going to partner with you on her newly requisitioned opening, and you subtly let her know that you are assuming you will be doing business together, you are employing the assumptive close technique. Instead of requesting permission, you are moving ahead as if the decision is a forgone conclusion. In the example just mentioned, it would be logical to assume you had previously done business with the aforementioned hiring manager.

Although the assumptive close is rather simple, assuming too much can backfire. You should deploy frequent “temperature checks” with your clients and candidates to make sure they are buying into your assumptions. The good news is that when someone feels guided by a confident Search Consultant who understands them, they are likely to follow your lead. The assumptive close is one of the most powerful closes you can learn. One final tip: practice approaching each step in the placement process with confidence and enthusiasm. The more PMA (positive mental attitude) you display, any fears or reservations you have will be largely undetectable.  Don’t let doubt put the fire of a placement in progress out!

Assumptive Close Candidate Examples
Assumptive Close Client Examples