The Either or Close?

The Either / Or Close

This question gives an alternative choice, leaving the client with the option for either one or the other. The question could be “Do you want the Monday start or the Wednesday start for the campaign?”


Your thoughts on other EITHER/OR Close questions?

If it's not used in a manipulative manner this is a productive question. I've seen this called "alternative close" too.

Originally Posted by Snowboy The Either / Or Close This question gives an alternative choice, leaving the client with the option for either one or the other. The question could be “Do you want the Monday start or the Wednesday start for the campaign?” Your thoughts on other EITHER/OR Close questions?

They're good. Keep the choice to two.

Yeah - I agree with this. Make the customer make a simple choice that both benifit the sale.

Good point Houston.

Originally Posted by Wonderboy They're good. Keep the choice to two.

Thank you For your Comments

Originally Posted by Indep Rep Yeah - I agree with this. Make the customer make a simple choice that both benifit the sale.

Thank you for your post Henry

I think these days we all get more people knock on our doors, ring us up and try to sell us things. I feel that such closes as the either have been very succesful. But there comes the problem, because of the success of such classic closes they are now overused to the point of become cliched, and i would guess most prospective clients would have heard this before and associate it straight away with a sales pitch.

A good salespersons job is to appear that he is not selling, to set himself aside. The fact that most sales people use the same old closes, makes it easy to set yourself aside with a new approach!

That comes after the person says: I want it! I don't need to ask that because it's not an important question until the person says: I want it? That's when I would ask: when? BUT usually the person comes to me and says: NOW.

In other words, I've talked with people about our products and they want to know more or not and if they do BUT are stalling or not willing to commit I let it go. I move on BUT keep in touch. If the person is sincere he/she will eventually say: NOW.

The best of the best to everyone.

MitchM

I think it's especially helpful to new sales people. It takes some of the fear out of closing. Would you like to do a check or credit card? You're not asking IF they want to buy, just what payment method works best for them.