How the Alternate Choice Close Is Used

The closer should ask the customer several questions similar to these:

1. “Mr. Customer, you've already been approved. Do you want to use your own financing or do you want to use ours?”

2. “Mr. Customer, which one of these two colors would you prefer on this particular model?”

3. “Mr. Customer, which piece of property do you like the best, the one overlooking the golf course or the one overlooking the lake?”

4. “Mr. Customer, do you write your name using your full middle name, or do you just use an initial?” < s

5. “Mr. Customer, how many do you want: two or all three?”

Once the customer responds to this line of questioning, the closer must gently turn the answers into a sale.

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