How can you use the "alternative choice" closing technique effectively?

An effective Alternative Choice Close is one where both options is a Win Win and there is a sense of urgency to take the favorable one. Here’s an example of the Alternative Choice option. Would you like my help for the next 90 days to set up a marketing strategy for your business where you will 5 to 10 high quality discovery calls per week along with a proven nurturing email sequence for the people who are not ready to go OR would you like to take the next 6 months to a year trying to figure it out on your own?

What I like about this approach is that it not only increases the likelihood of a favorable response but also fosters a sense of involvement and ownership in the decision-making process. Only one thing to keep in mind, it's essential to ensure that both options presented genuinely align with the needs and preferences of your audience to maintain trust and credibility.

The alternative choice closing technique is a powerful tool in the art of persuasion, drawing on deep-seated psychological principles to subtly guide decision-making processes. At its core, this method is effective because it taps into the human psyche's innate responses to scarcity, contrast, and the desire for consistency, each of which plays a crucial role in how decisions are made. The principle of scarcity is leveraged to create a sense of urgency and value. When individuals perceive that options are limited or exclusive, their intrinsic value increases, prompting a quicker decision-making process. By presenting two alternatives, the implication is clear: opportunities are finite, and immediate action is necessary to secure them.

They provide the audience with a sense of control and involvement in decision-making. Instead of a simple yes-or-no question, alternative choice closing offers options, making the decision-making process more engaging. This approach taps into the psychology of decision-making, allowing individuals to express preferences and feel a sense of ownership over their choices. By presenting alternatives, you guide the conversation toward a positive conclusion while giving the audience the perception of making a decision rather than being pressured. This technique also helps in overcoming objections, as it allows you to address concerns and adjust your proposal based on the audience's preferences making decision-making collaborative!

I would add: - Be clear on the outcomes your solution options deliver. If it isn't obvious or creates more questions, you have work to simplify the message. - 2 options may not be enough, there might be another "out there" that the customer may want to pursue - so be ready w/ another option or 2, should the first 2 not specifically fit. Plus, it will show you are LISTENING to the customer.

Imagine you're choosing a game to play. Instead of asking, "Do you want to play this game?" which is a yes-or-no question, you say, "Do you want to play hide and seek, or do you prefer tag?" This way, you get to decide, and it makes you feel more involved. So, in talking with people, instead of asking just one question, you give them choices. It's like asking, "Do you like option A or option B better?" This makes them feel like they have a say in the decision, and it's more fun for everyone! It's like choosing your favorite game – you get to pick what you like best!