Closing by alternatives
Posted: Sun Apr 06, 2025 6:16 am
“Don’t find customers for your products, find products for your customers.” – Seth Godin
Closing by alternatives is a strategic technique used in the final stage of the sales funnel.
Instead of asking directly, “Shall we close fax lists sale?”, which can generate resistance, the salesperson presents clear options to the customer, such as:
“Do you prefer the traditional or premium package?”
“Would you like to pay by credit card or cash?”
This approach guides choice, keeps the focus on the positive, and increases the chances of conversion by creating a sense of control for the customer while making their decision easier.
The success of this technique depends on reading the client's needs well and presenting options that are truly relevant to them.
Emergency closure
Urgent closing uses the sense of urgency to encourage the customer to make a quick decision, especially in cases of limited offers.
The idea is to highlight the benefits of acting immediately and the disadvantages of delaying or missing the opportunity.
How to Apply:
Limited stock: “This product is almost out of stock, and may not be available tomorrow.”
Promotional price: “The discount ends today; after that, the price will return to its original value.”
Immediate impact: “Without this solution, you will continue to face [specific problem]. How about starting to address that today?”
Closing by alternatives is a strategic technique used in the final stage of the sales funnel.
Instead of asking directly, “Shall we close fax lists sale?”, which can generate resistance, the salesperson presents clear options to the customer, such as:
“Do you prefer the traditional or premium package?”
“Would you like to pay by credit card or cash?”
This approach guides choice, keeps the focus on the positive, and increases the chances of conversion by creating a sense of control for the customer while making their decision easier.
The success of this technique depends on reading the client's needs well and presenting options that are truly relevant to them.
Emergency closure
Urgent closing uses the sense of urgency to encourage the customer to make a quick decision, especially in cases of limited offers.
The idea is to highlight the benefits of acting immediately and the disadvantages of delaying or missing the opportunity.
How to Apply:
Limited stock: “This product is almost out of stock, and may not be available tomorrow.”
Promotional price: “The discount ends today; after that, the price will return to its original value.”
Immediate impact: “Without this solution, you will continue to face [specific problem]. How about starting to address that today?”