Tag Archives: closing pattern in sales

Assumptive Language Patterns

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By Bill Twyford

Having a firm grasp on language patterns will help you close more deals. In addition to using embedded commands, which are word groups that order you to do something, you must incorporate assumptive language patterns into your vocabulary. Assumptive language patterns assume the outcome of what you are asking.

When doing short sales you can ask the bank the same question, two different ways. Read both sentences and see which one you believe to be more assumptive:

  • Hi, my name is Bob and I was wondering, do you do short sales?
  • Hi, my name is Bob. I am working on a short sale for the property located at 123 Elm St. The loan number is #34777. Where do I need to fax my short sale package so that you can go ahead and get this deal approved?”

    • We are assuming the bank is going to say yes to our short sale, instead of wondering if they short sale at all.Let’s look at another example of assumptive language patterns you can use when speaking to homeowners: Continue reading →