Sales techniques: use of the double bind or alternative closure

Double or alternate closing 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’s important to offer your prospect only two options: no more and no less. This gives you the perspective of choice, but doesn’t overwhelm your mental faculty with different options.

If your potential client only has one option, it may not fit their needs or the moment. Therefore, you can suggest alternatives that you are not ready for, taking the conversation into uncharted waters. If you give him more than two options, his mind will wander and most (if not all) will put off making decisions 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’s a good time to meet to discuss your real estate option? Thursday at 3pm…or is 6pm better for you?”

2. As you close your lead, ask, “By the way, would you like to use your credit card or check?”

3. When you’re at McDonalds, 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 leaves 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. let. 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 offers from the competition. 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 simple sales technique, using the double bind really helps improve your communication. Many small but important decisions that would otherwise be shelved 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 does feel great when you can help your prospects put off procrastination and make a decision today.

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