Alternative questions give you the ability ask questions that makes the customer choose between the alternatives that present. Alternative questions can be very useful in example, when you are moving toward the final stage of a sales process and the customer is already convinced to buy from you, but you want to focus the dialogue on a specific solution. Here’s an example:
“Do you want it delivered to your home or do you want take it with you directly?”
“Would you be interested in an insurance too, or are you satisfied with just the laptop?”
Here’s todays task for you:
- Think about what kind of options you could use in the sales process. Also think through both how to present this and when would be the best time.
The mind can’t hold too many things at the same time. If you want to move the customer toward a closing you need to narrow down the number of solutions that he or she can choose from. Otherwise you’ll probably sit there and talk forever without not really getting anywhere at all.