The Advanced Choice Close
The Advanced Choice Close
The Advanced Choice Close works the same as a choice close but it takes the technique one step further. If you haven’t read my blog article on the Choice Close, please go here and read it first to get the basics down.
The Advanced Choice Close basically offers a contrast between 2 to 3 different options. After having properly qualified your prospect (finding out their budget, what thier “desired results” are, when they want to move forward, etc…) now is the time for you to offer customized solutions that speak to your prospects or customers wants and needs directly.
So for instance.
If I am speaking to someone about my coaching programs I can offer them my Advanced Coaching Package (21 Days to Sales and Business Mastery: Getting Your Foot in the Door) Coaching System for $500.00) first; then, my most popular option (my “Getting Your Foot in the Door”) Workbook for $145.00); and lastly, the basic option (my book on Sales Mastery for $20.00).
First, I offer my 21 Days to Sales and Business Mastery; Getting Your Foot in the Door Coaching System for people who are either seriously “stuck” (they’re lacking clarity on what they need to do) and/or just don’t have the tools and the strategies to move their business forward or if they are an ”achiever”, a top producer. Achievers devour everything, they are the students of personal development and they are serious about learning new and innovative skill sets for taking their sales and business to the next level and staying there.
Secondly if they are just “blocked” and need a little “bump” in the right direction I offer them my most popular package. ie: “Mr. or Mrs. Prospect this is most my most popular package and it represents the best value if you want to (parrot back what your prospect or customer has told is their primary reasons for buying), for example: improve your cold calling and prospecting results and drive more people to your web site.
Finally, I offer them my book “The Secrets to Sales Mastery” which not only teaches sales mastery but it teaches The Five Sales for EVERY Customer (Relationship Selling strategies and techniques). $19.95 is something everyone who wants to improve their sales performance or build their business can afford.
But here’s the “secret”, my book is very good.
I put my heart and soul and everything I have into that book to deliver a superior product. Why? Because if you take the time to read my book it’s a low cost entry point for you to experience my expertise. Therefore making it easier for you to trust me and look to me for more help in the future. You and I now have a relationship. One I take very seriously.
As in the Choice Close doing business this way empowers your customers, it lets them choose the best option for them.
When you give your customers several different price points you would be surprised how many will come back to buy additional services from you. TRUST is something you need to earn over a certain amount of time. When you lay the foundation with “relationship selling and marketing techniques” you create an environment for trust to grow.
This is why managing your customers experience with you is so critically important.
You not only need to deliver on your clients expectations, you need to find a way to exceed them!
You see, a customer’s value is just not in their purchase of a product or service from you, I want you to think BIGGER, your customers are the best advertising tool at your disposal. If you WOW your clients, they will wow you back with referrals.
If you are serious about growing your business or improving your sales results, stop thinking about selling products and services and start selling your commitment to fabulous relationships!
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 advanced 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?
How to use the Take Away close
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