The Alternative Close Sales Tactic
This short article focuses on a sales tactic that is simple, straight forward and something you need in your arsenal if you want to close more sales. There are a number of sales techniques for closing sales, but one of the most effective is to give the customer options.
The selling tactic is known as the alternative close and it works.
They laughed at me when I started using these, but then I outsold them ALL!
As a Thank You for visiting my website, I am giving you the sales aids I use to make money every day, FOR FREE. These aids are similar to the templates used by some of the most successful companies in the world.
They are;
1. Effective Meeting Planner
I've used this for 15 years to prepare for meetings ranging from CEO's to 1st Line Managers. It works.
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3. Opportunity Profile Template
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4. Opportunity Assessment Template
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You will have them in seconds.
Rhett
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The sales technique is simple. You simply organize your deal closing statement by asking the customer which option they prefer. It works because in customer relationships, people like alternatives. It empowers the customer and they feel more comfortable with you because they don’t have to deal with ultimatums.
Here are some examples of the alternative close;
- Which of the three options best address your business need?
- Do you prefer the large model or the compact one?
- We can deliver your order next week. Does Monday or Wednesday work best?
- We can accommodate your critical timelines with both the blue and the red model. Which do you prefer?
No matter which option the customer selects, you win. Even if you sell only one product, you can still give choices (Visa or American Express? Ship it to your home or office?).
The Alternative Sales Close is a modification on the Assumptive Deal Close. You act as if the customer has already decided to do business with you. The only piece of business left to confirm is which of the various options suit them best.
Thanks for reading.
Good selling.
Check out another effective sales tactic
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