Alternative Close

Definition

An alternative close is a sales technique used in personal selling where the salesperson presents the customer with two or more options or alternatives, each of which the salesperson is willing to accept as a successful sale. The goal is to guide the customer towards a purchase decision by offering them a choice between different products, services, or terms that all benefit the salesperson.

5 Must Know Facts For Your Next Test

1. The alternative close is designed to give the customer a sense of control and choice in the purchase decision, while still guiding them towards a sale.
2. Offering alternatives can help overcome customer objections by providing different options that address their concerns or preferences.
3. Successful use of the alternative close requires the salesperson to have a thorough understanding of the customer's needs and to offer genuine alternatives that are all beneficial to the sale.
4. The alternative close is often used in conjunction with other sales techniques, such as objection handling and trial closes, to create a more comprehensive and effective sales process.
5. Effective use of the alternative close can help increase the likelihood of a successful sale by making the customer feel more engaged and invested in the purchasing decision.

Review Questions

• Explain how the alternative close technique helps the salesperson guide the customer towards a purchase decision.
  • The alternative close technique allows the salesperson to present the customer with two or more options that are all acceptable to the salesperson. By offering the customer a choice between different products, services, or terms, the salesperson can guide the customer towards a purchase decision that aligns with their needs and preferences. This gives the customer a sense of control and involvement in the decision-making process, while still ultimately leading them towards a sale that benefits the salesperson.
• Describe how the alternative close can be used in conjunction with other sales techniques, such as objection handling and trial closes.
  • The alternative close is often used in combination with other sales techniques to create a more comprehensive and effective sales process. For example, the salesperson may first use a trial close to gauge the customer's interest and readiness to buy, then use objection handling to address any concerns or hesitations the customer may have. Once those objections have been resolved, the salesperson can then present the customer with two or more alternative options that address their needs, using the alternative close to guide them towards a final purchase decision. By layering these techniques, the salesperson can create a more tailored and personalized sales experience that increases the likelihood of a successful sale.
• Analyze the key factors that contribute to the successful use of the alternative close in a personal selling context.
  • The successful use of the alternative close in personal selling requires the salesperson to have a deep understanding of the customer's needs, preferences, and pain points. They must be able to offer genuine alternatives that all provide value to the customer, rather than simply presenting options that benefit the salesperson. Additionally, the salesperson must be skilled in objection handling, trial closes, and other sales techniques that can be used in conjunction with the alternative close to create a more comprehensive and effective sales process. The salesperson's ability to read the customer's body language and verbal cues, and to adapt their approach accordingly, is also a critical factor in the successful use of the alternative close. By mastering these key elements, the salesperson can leverage the alternative close to guide the customer towards a purchase decision that meets their needs and satisfies the salesperson's sales goals.

Related terms

Assumptive Close: A sales technique where the salesperson assumes the sale has been made and begins discussing delivery, payment, or next steps, without explicitly asking for the customer's commitment.

Objection Handling: The process of addressing and resolving a customer's concerns or hesitations about making a purchase, in order to move them closer to a buying decision.

Trial Close: A sales technique where the salesperson gauges the customer's interest or readiness to buy by asking a question that tests their willingness to commit, without fully closing the sale.