NEGOTITATOR

ASSUMPTIVE CLOSE:

A seller’s close ploy: 
The seller asks a question which assumes that the prospective buyer has decided to purchase. If the buyer answers the question, he (or she) commits himself to buy.
1. Will you collect or shall we deliver?
2. Is it cash or charge?
3. Do you want them in batches of 50 or 100?

If you are buying, seek additional movement from the seller before you give a BUYING SIGNAL. To block the assumptive close tell the seller: I am not in a position to answer these questions until I have decided whether to do business with you. First you must tell me what you propose in respect of the following.