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The Alternative Close Sales TacticThis 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.
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;
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.
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