The Alternative Question Close provides the prospect with a choice of either one of two points a buying decision can be made on. As an example, you may ask whether they would like it in Red or prefer it in Blue. When an answer is given, you have a Close, so simply bring the sale to an end .
This Close can also be used to sell items that your prospect may not have considered he or she needed. If selling a computer, ask whether your prospect would also like an extended warranty. If they say ,“Yes”, ask if he would prefer a 3 year warranty or a 5 year warranty.
Ideally, follow on with additional ink cartridges. Then If they say ,“Yes”, ask if he would prefer Black cartridges or Coloured cartridges. .and so on. The worst you can get is a “No”. But if used properly the Alternative Question Close will work in your favour 90% of the time.
But when using this close, try not to use any more than five alternatives, otherwise you could confuse your prospect. And confused prospect’s are generally not buying prospect’s.
Here are some examples:
- “Would you prefer blue or would you rather black?”
- “Would you like us to deliver Monday or would Wednesday suit you better?”
- “Would you prefer the executive model or the standard one?”
- “Model A can be delivered in two weeks. Model B can be delivered in three weeks. Which would you prefer?”
- “Would you like us to drop it off or would you prefer to pick it up yourself?”
- “Would you like us to deliver half now and the balance in three months, or would you like it all now?”
- “Could you pay for it now or would you prefer to have it delivered to you on C.O.D. basis?”
- “Would you prefer this product with option 1, or with option 2?”
Yet, the Alternative Questioning Close can be used over and over until all of the details are cleared up.
The advantage of this Close is that it is not offensive, and simply asks for a decision to be made on the suggestion the salesperson has made.
This Article is by Peter Collins – In a sales career spanning more than 50 years, Peter Collins has focused on helping and bringing out the best in others – whether it involves training or mentoring salespeople, managers, business consulting to SME’s. Since the 1970’s Peter has built a reputation as a Nationally and Internationally Published author, and has 65 books to his credit, but he is mainly known for one book based on the Audio Tape series of the same name, Over 50 Ways of Closing the Sale. In his personal life, Peter has been sought after as an encourager and motivator that has given of his time and talents freely despite his busy schedule. Subsequently, he has assisted churches, pastors, community and charity groups, as well as individuals through his teaching, training, development and on-going mentoring.
Peter can be contacted through his website – profitmakersales.com