Unlocking the Power of Assumptive Selling: How to Drive Engagement and Close Deals with Confidence

by Paul Kirch, BOSS Academy Founder

In the world of sales (and entrepreneurship), one simple shift in approach can make a tremendous impact on client engagement and revenue: assumptive selling. This strategy involves confidently guiding a client through the sales process, assuming they’ll want the solutions you’re offering because they’re the right fit. Instead of simply asking, “Would you like this?” you act as though the answer is already yes, creating a seamless, enjoyable experience that builds trust and loyalty.

The Dessert Experience

A great example of this is what I call the Dessert Experience. How many times have you gone to dinner and the wait staff asks, "Did you save room for dessert?" First off, they have already established that you might be full. This sets your mindset in a place where you are more likely to say no. You've already spent a great deal on the mean and you know that you're not going to benefit from the extra calories. In many instances you're going to say no to dessert. This example is very transactional and only if you were already planning on dessert is it likely to persuade purchase behavior.

Take that same scenario and the waiter comes over with a tray of desserts that are beautifully arranged. They look delicious and as he's describing each one, your mouth begins to water. In this example, the waiter has assumed you're going to have dessert. He hasn't tried to create a transaction, he's created an experience.

What about your business? What's your Dessert Experience? 

What is Assumptive Selling?

At its core, assumptive selling is about anticipating and meeting client needs with confidence. Think of a waiter who, instead of asking, "Would you like dessert?" brings a tray of beautifully presented options right to the table. The assumption? You’re already excited to choose a treat to end your meal. This approach naturally draws the customer in, creating an experience that feels personalized and engaging.

Why Assumptive Selling Works

Assumptive selling transforms interactions from transactional to relational. By assuming your client will benefit from additional products or services, you create a sense of seamless integration. You’re no longer just selling a product—you’re providing a solution that’s crafted with their needs in mind. The result? More upsells, increased revenue, and a loyal client who trusts your expertise.

Key Steps to Implement Assumptive Selling

1. Know Your Client’s Needs
   Effective assumptive selling requires a clear understanding of what your client truly needs. This knowledge allows you to anticipate their desires and present solutions that feel tailored, not forced.

2. Focus on Benefits, Not Just Features
   When suggesting add-ons, highlight how they’ll enhance the client’s experience. Show them the real value, like time saved or peace of mind, rather than just listing features. All buying behavior takes place at an emotional level, so sell to their emotional needs/desires. Want to learn how to sell to emotion? Take this 5 minute assessment. 

3. Ask the Right Questions
   Before making assumptive statements, ask open-ended questions that give insight into the client’s goals. This can help you guide them naturally towards solutions that align with their vision. I created my Askology Method to teach others the four critical question types guaranteed to drive engagement. Get your copy of the Askology E-book here.

4. Use Confident Language
   Phrasing matters. Statements like, “Since reliability is a priority for you, I’m including our premium support package,” show that you understand their needs and are prepared to meet them.

5. Create a Memorable Experience
   Just as the dessert tray invites diners to engage with their options, think of ways you can present your solutions that feel inviting and effortless for your clients.

Turning Assumptive Selling into Action

Based upon the information above, to put assumptive selling into practice, try an exercise we call “Creating Your Dessert Experience.” Identify a product or service you offer, and think of 2-3 complementary add-ons. Craft an assumptive statement that introduces these additions naturally. Practice using confident, benefit-focused language to present them as part of the package.

With a little preparation and the right mindset, assumptive selling can be a game-changer for your sales strategy. By anticipating client needs and leading with confidence, you can create a memorable, engaging experience that keeps them coming back for more.

Ready to Transform Your Sales Approach?

Assumptive selling is about more than just making a sale. It’s about creating an experience, building trust, and confidently guiding clients toward the best solutions. Start implementing these techniques, and watch your client relationships—and your sales—thrive. Send an email to [email protected] and request a replay of our most recent webinar.