How can you use the alternative choice close effectively?

1 What is the alternative choice close?

The alternative choice close is a type of closing technique that involves presenting your customer with two or more options that lead to a sale. For example, you could ask them if they prefer the blue or the red shirt, if they want to pay with cash or card, or if they want to add a warranty or a gift card to their purchase. The idea is to make them focus on the details of the transaction, rather than on whether to buy or not. By giving them choices, you also show them that you respect their preferences and that you want to help them find the best solution.

2 When to use the alternative choice close?

The alternative choice close works best when you have already established rapport with your customer, identified their needs and wants, and presented them with the benefits and features of your product or service. You should also use it when you sense that your customer is ready to buy, but needs a little push or guidance. You can look for some signs that indicate their interest, such as asking questions, nodding, smiling, or touching the product. The alternative choice close can help you overcome their objections, doubts, or indecision by simplifying their decision-making process and creating a sense of urgency.

3 How to use the alternative choice close effectively?

To use the alternative choice close effectively, you need to follow some best practices that will increase your chances of success. Ensure the choices you offer are relevant and realistic for your customer. Speak positively and confidently when presenting the choices, avoiding words like "if" or "maybe". Use open-ended questions that require more than a yes or no answer to engage them in a conversation. Test the water with trial closes, such as "So, you're happy with the blue shirt, right?", and use assumptive closes to reinforce the idea that the sale is already done. With these tips in mind, you can increase your chances of success when using the alternative choice close.

4 What are some pitfalls to avoid with the alternative choice close?

The alternative choice close is a powerful technique, but it is important to use it correctly and appropriately to avoid potential pitfalls. Do not use it too early or too often, as this may come across as pushy or manipulative. Additionally, do not use the alternative choice close as a substitute for listening and addressing your customer's concerns. Instead, listen to them and provide them with the information and reassurance they need. Lastly, the alternative choice close is not suitable for every situation or customer; some customers may prefer to have more control over their decision-making process or need more time or information before buying. In these cases, you may need to use other closing techniques, such as the summary close, the question close, or the incentive close.

5 How can you improve your alternative choice close skills?

The alternative choice close is a skill that can be improved with practice and feedback. To hone your skills, observe and learn from successful salespeople. Take notes on how they present the choices, phrase their questions and statements, and handle different scenarios. You can also role-play and rehearse different situations with a colleague or friend to get feedback. After each sales interaction, evaluate how you used the alternative choice close and seek feedback from your manager, peers, or customers to refine your skills.

6 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?