The Either or Close?

Ace Coldiron

The Either Or Close has been popularly called The Alternate Advance, and Choice of the Double Positive.

Because levels of understanding vary here from new to advanced, I'll provide a brief synopsis.

First, the word "alternate" in the context of "choice" (alternative) refers to choice between two options. So the words, choice and alternative, are not synonymous.

The reason I point that out is that the more you expand choices, the more difficult the decision. The intent of the alternate advance close is to simplify the decision, offering two actions that both move into consumating the sale.

The method behind the method, another popularly excepted tactic in sales is "Reducing a major decision to a minor decision", and in turn creating a "close".

How that is executed, in light of its popular usage in sales, which has led to prospects recognizing the tactic, is of utmost importance. It should be inserted in the course of natural conversation, if it is inserted at all.

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