The Alternate of Choice is a questioning strategy I teach in every seminar, every book, and audio recording. It’s truly a staple. The reason for that is simple: It works.
Typically, I teach it as a question with two answers. Either answer is a minor agreement leading towards the major agreement, which is a closed sale. The critical element of this question/close is to offer only two answers, both of which move the sale forward.
It’s most often used for things such as getting an agreement for an appointment, the location of your appointment, a color choice, payment options, and delivery dates. It might sound something like this:
“Mary, I have an appointment opening available on Tuesday at 10AM or would Wednesday at 2 be better for you?”
“As you’ll see, John, both the Azure Blue and the Golden Wheat colors compliment your existing color scheme. Which do you prefer?”
It can help you get some ownership decisions made.
“John, you’re really a whiz on that new copier today. Would you prefer to train your staff yourself, or shall we provide the training?”
Either way, he needs the machine to train on, doesn’t he?
“The way I see it, Mary, the only real decision we need to make today is how soon you can start reaping the benefits of our fine service. Shall we schedule our people out here tomorrow, or would the next day be better for you?”
Once it’s scheduled, it’s sold.
“John and Mary, would you prefer to make a 5% or a 10% deposit to make this lovely home yours today?”
“How would you like to handle this order, with a company credit card or a purchase order?”
Either way, you get a good deposit or the means by which the sale is made.
Don’t just think of the Alternate of Choice as just a questioning strategy. It can also be a close!
– Tom
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