The double or alternate close is useful in helping your prospect make any decision, big or small. Very often, conversations flow aimlessly and end without achieving their purpose. This technique can direct your conversations where you want them to go and get the engagement you need from your prospects.
You can let this technique help you when making appointments, closing the presentation, or upselling your prospect. The possibilities are almost unlimited.
When using this sales technique, it is important to offer your prospect only two options: no more, no less. This gives you the perspective of choice, but doesn’t overwhelm your mental faculty with different options.
If your prospect only has one option, it may not fit their needs or the moment. Thus, it can suggest alternatives that you are not ready for, taking the conversation into uncharted waters. If you give them more than two options, their mind will wander and most (if not all) will put off making their decision for another day.
With only two options presented, most people feel comfortable making a decision on the spot, especially if it doesn’t require a huge commitment. So you can often get a commit as soon as you use the alternate closure.
Here are some examples of how you can use this sales technique:
1. When you get an appointment, ask, “What is a good time to meet to discuss your real estate option? Thursday at 3 pm…or 6 pm is more convenient for you?”
2. When closing your lead, ask, “By the way, would you like to use your credit card or check?”
3. When you’re at McDonald’s, you’re often asked, “Would you like a cup of coffee or tea to go with your big breakfast?”
When you can make your prospect more decisive, you can eliminate procrastination. Why is this important?
Every time your prospect goes to “think about it,” you need to schedule another appointment, get the two of you back on track, and spend time summarizing what was discussed during the previous meeting before you can pick up where you left off. . Sounds heavy, right?
When you delay closing the sale, you risk losing it. In fact, sales are often lost when prospects say, “let me go and think about it.” This is because the prospect is distracted by other competing offers. Your desire to buy is also diluted over time by other events that seem more urgent in your life.
You can also use this technique in your personal life. More than just a sales technique, using the double bind really helps improve your communication. Many small but important decisions that would otherwise be saved can now be made on the spot.
But don’t just take my word for it. Try it and you will see how easy it is to use this sales technique. It really feels great when you can help your prospects put off their procrastination and make a decision today.
