| The double-bind or alternative close is useful for | | | | suit you better? |
| helping your prospect make any decision, big or | | | | 2. When closing your prospect, ask, "By the way, |
| small. Very often, conversations flow without | | | | would you like to use your credit card or |
| direction and end without accomplishing its | | | | cheque?" |
| purpose. This technique can direct your | | | | 3. When you're at McDonalds, you're often asked, |
| conversations to where you want them to go, | | | | "Would you like a cup of coffee or tea to go |
| and get you the commitment you need from | | | | along with your big breakfast?" |
| your prospects. | | | | When you can get your prospect to be more |
| You can allow this technique to help you when | | | | decisive, you can eliminate procrastination. Why is |
| making appointments, bringing the presentation to | | | | this important? |
| a close or to upsell your prospect. The possibilities | | | | Whenever your prospect goes off to "think about |
| are almost limitless. | | | | it", you have to make another appointment, get |
| When using this sales technique it is important to | | | | both of you into rapport again and spend time |
| offer your prospect only two options - no more, | | | | summarizing what was discussed during the |
| no less. This gives him the perspective of choice, | | | | previous meeting before you can pick up from |
| yet it doesn't overwhelm his mental faculty with | | | | where you left off. Sound draggy, isn't it? |
| different options. | | | | When you delay closing the sale, you risk losing it. |
| If your prospect has only one option, it may not | | | | In fact, sales are often lost when prospects say, |
| fit his needs or timing. He may thus suggest | | | | "let me go and think about it". This is because the |
| alternatives you're not prepared for, bringing the | | | | prospect is distracted by other offers from the |
| conversation into uncharted waters. If you give | | | | competition. His buying desire is also diluted over |
| him more than two choices, his mind will be | | | | time by other events that appear to be more |
| distracted and most (if not everybody) will put | | | | urgent in his life. |
| off the decision making to another day. | | | | You can use this technique in your personal life as |
| With only two options presented, most people | | | | well. More than just a sales technique, using the |
| feel comfortable to make a decision on the spot, | | | | double-bind really helps improve your |
| especially if it doesn't require a big commitment. | | | | communication. Many small, yet important |
| Thus you can often get a commitment as soon | | | | decisions that are otherwise put away can now |
| as you use the alternative close. | | | | be made on the spot. |
| Here are some examples of how you can use | | | | But don't just take my word for it. Try it and see |
| this sales technique: | | | | how easy it is to use this sales technique. It truly |
| 1. When getting an appointment, ask, "What is a | | | | feels great when you can help your prospects put |
| good time we can meet to discuss your real | | | | off their procrastination and make a decision |
| estate option - Thursday at 3pm...or would 6pm | | | | today. |