The Choice Close (Like a kid in a candy store!)
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The Choice Close
Have you ever heard of the expression, “Like a kid in a candy store”. If you have ever been to a candy store with a child I can only tell you, it’s simply joyous to watch them race up and down the aisles, from display to display, face pressed up against the glass, eyes wide open, appetites bigger than their stomachs. So many choices… what to do???
As buyers we face the same dilemma, we think we want a lot of choices, but the problem is when we have too many choices it confuses us. You see with so many choices we become afraid to pick “just” one. There’s not only the fear of picking the wrong one, but there’s the fear if we commit to just one there may be something better out there for us (and no I’m not talking about dating, that’s another blog!) or in this case (selecting one particular kind of candy) that there is something else that will taste just as good or maybe even better!
So what do you do?
You use the choice close.
Why is the choice close so popular? It’s always a choice between yes and yes. No is not given as an option.
This strategy is extremely effective when you are trying to decide on something as simple as what movie to go see on the weekend. Would you rather go see The Dark Knight or Mammia Mia? It works great on children, would you prefer to wear this shirt or this one?
And of course in business it get’s even better as a tool. The trick is to ask your questions and qualify your customer so you have a thorough understanding of the best product or the service that is going to deliver the desired results that your client or prospect is looking for.
Then give your customer the choice, this gives your customer a sense of empowerment, “I have the power to choose what’s best for me.”
The choice close is also great way to transition to payment options, as in, “Would you like to put this on your Visa or MasterCard?” or it can be used as a very effective trial close, “What do you think would be better for you: the red one or the blue one?”
So in the future when you are getting “buying signals” let your customer choose what’s best for them, give them the two best options you have; buy or buy.
Do you need help closing more deals?
Kevin Boyle
Author / Public Speaker / Sales Trainer and Coach
“The Secrets to Sales Mastery”
ps – Did you enjoy this post? Do you have any tricks or tips on how you use the choice close”? Please feel free to add your comments!
Other Blog Articles on Closing Techniques;
Would you like to learn the 5 steps to a successful close?
The Take Away Close or (How to survive a break up).
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