Sales Without Losing Your Soul 8. ABC Alternative
So, we’ve spoken about the assumptive close, which is one of my favourites. The next is the alternative close. If I was to ask you if you wanted a cup of coffee, a cup of tea or an orange juice, which one would you pick? You’d pick one of them most of the time, or you’d offer me a different option.
Any of those things is still a sale. So, giving people options, usually two or three, they’ll pick one, is still a close. They’re still going to buy whatever it is that you’re selling.