Alternative Close

Definition

An alternative close is a sales closing technique where the salesperson offers the buyer a choice between two or more options, leading them toward making a decision. This method effectively simplifies the decision-making process for the buyer by presenting specific alternatives, which can help guide them towards a purchase without feeling overwhelmed. It's a subtle yet powerful way to encourage commitment by focusing on actionable choices.

5 Must Know Facts For Your Next Test

1. The alternative close helps buyers feel empowered by giving them control over their decision-making process through clear choices.
2. This technique can create a sense of urgency, especially if one of the options has time-sensitive benefits or limited availability.
3. By framing the options in a positive way, the salesperson can highlight the benefits of each choice, making it easier for the buyer to see value.
4. It's essential for salespeople to listen actively to understand the buyer's needs and preferences when presenting alternatives.
5. Using an alternative close can lead to increased customer satisfaction, as buyers appreciate being offered tailored solutions that meet their specific requirements.

Review Questions

• How does using an alternative close benefit both the salesperson and the buyer during the sales process?
  • Using an alternative close benefits the salesperson by simplifying the decision-making process and guiding buyers towards a commitment. For buyers, this approach reduces overwhelm by providing clear options, allowing them to feel more in control of their choices. This mutual benefit fosters a positive interaction, which can lead to higher satisfaction and increased likelihood of closing the sale.
• In what situations might an alternative close be more effective than other closing techniques like the assumptive close?
  • An alternative close might be more effective in situations where buyers are uncertain or hesitant about making a purchase. Unlike an assumptive close, which may pressure buyers into feeling committed without sufficient consideration, the alternative close allows for flexibility and choice. By presenting options tailored to the buyer’s needs, this technique fosters trust and encourages decision-making without overwhelming them.
• Evaluate how incorporating an alternative close into a sales presentation can impact overall sales performance and customer relationships.
  • Incorporating an alternative close can significantly enhance overall sales performance by streamlining the decision-making process for buyers and increasing closing rates. This technique not only helps in securing sales but also strengthens customer relationships by demonstrating that the salesperson understands and respects their preferences. Over time, consistently using this method can build loyalty, as customers are likely to return when they feel valued and heard in their buying journey.

Related terms

Assumptive Close: A closing technique where the salesperson assumes the buyer has already decided to purchase and proceeds with the next steps, often bypassing objections.

Trial Close: A technique used during the sales process to gauge the buyer's readiness to make a decision, often by asking questions that invite feedback.

Closing Ratio: The percentage of sales that result in a successful close compared to the total number of opportunities or leads, indicating the effectiveness of a salesperson's closing techniques.