The Alternate of Choice Close

In my sales training, the Alternate of Choice question is usually used to get a date or time commitment to visit with a future client. The Alternate of Choice is a question with two answers — either answer is an agreement. The key is to give two solutions that both lead toward the sale.

Another great use for it is regarding a location for a meeting or to deliver product. By giving two choices, one or the other is usually chosen. This is much better than what happens when you give one choice and the only other option is “no.”

The Alternate of Choice can also be the most simple close you will ever use.

Phraseology: “John, you’re really a whiz with that new software today. Would you prefer to train your staff yourself, or shall we provide the training?”

Either way, he needs to own the software in order to train, doesn’t he?

Here’s another example: “The way I see it, Mary, the only real decision we need to make today is how soon you can start reaping the benefits of our fine service. Shall we schedule our people out here tomorrow, or would the next day be better for you?”

Once it’s scheduled, it’s sold.

“John and Mary, would you prefer to make a 5% or a 10% deposit to make this lovely home yours today?”

Either way, you get a deposit and can present the offer to the sellers.

Don’t just think of the Alternate of Choice as just a questioning strategy. It can also be a close!

To read all of my closes, get a copy of Sales Closing for Dummies. To listen to them delivered and learn how to write your own, listen to my audio titled, Academy of Master Closing — available in both CD and MP3.

This information is copyrighted by Tom Hopkins International, Inc. for reprint permission, contact Judy Slack (judys@tomhopkins.com).

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  1. Thanks Tom! This close is time-tested and can be used in trial closing or to close the sale. It’s probably one of the best tools to move a sale toward the close.

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