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On the topic of closing, we have to talk about one of the most common closes and one of the most powerful closes out there:
The Choice of Two Positives
Now why is it so common? Well because it is just that simple to use and why is it so powerful? Well there is one main reason… it allows you to keep control of the sales conversation, but it also allows your prospect or your customer to get to feel like they’re in control. And what does any buyer want to feel like? They want to feel like they’re the ones making the choices that you, the salesperson, you need to make sure that you are guiding the conversation in the necessary ways that you need too to get a yes or a no response at the end.
So how do we use The Choice of Two Positives?
What doesn’t matter if you are using it to set appointments or to get a yes or a no for a contract it’s very simple. We want to start very broad and then we want to bring it in very narrow to help someone make a choice yes or no.
So it’s a series of questions. Ask specific questions that you ask one after another to get someone to a point of decision. So let’s just say we were trying to set an appointment and I was going to try to set an appointment with you. It would be as simple as this:
“So tell me Mr. Customer does this week or next week work better for you? Monday or Wednesday? Mornings or afternoons? 8 o’clock or 10 o’clock, my place or yours?”
So again we’re starting broad this week or next week. We bring it down all the way to my place or yours. So I am controlling the conversations moving it forward but you get to decide and feel like you are in control.
It’s that power of choice.
Now why is this so important because it doesn’t matter what the options are typically and generally speaking if you are given two options, option A or option B, choice 1 or choice 2, chicken or fish most people usually pick one? Right, it’s not like I’m going to ask you what you want for dinner chicken or fish, most people aren’t going to say steak. Most people are going to pick one and once they do that’s a buying signal that’s a buying sign of somebody telling you they’re interested. And all you need to know is what questions to ask next in the form of a choice of two positives to keep you moving through your sales presentation.