Summary of "The "Alternate of Choice" Sales CLOSE by Zig Ziglar (part 4)"
Summary
The video titled "The 'Alternate of Choice' Sales CLOSE by Zig Ziglar (part 4)" discusses various sales closing techniques, particularly focusing on the "alternate of choice" strategy. This method encourages salespeople to present customers with choices, which can lead to increased sales and customer engagement.
Main Financial Strategies and Business Trends:
- Alternate of Choice Technique: Presenting customers with two options (e.g., "Would you like one egg or two in your milkshake?") can significantly boost sales.
- Fear of Loss: Implying that a product may not be available if not purchased soon can motivate customers to make a decision quickly.
- Customization of Offers: Tailoring questions and choices to fit specific products or services enhances the sales process.
- Consultation and Financing Options: Offering various payment methods or financing arrangements can facilitate customer decisions.
Methodology/Step-by-Step Guide:
- Think creatively about how to adapt the alternate of choice to your products or services.
- Use questions to guide the customer towards making a decision:
- "Did you want to handle this by check or cash?"
- "Would you like me to demonstrate the major features again?"
- "Would you prefer this in green or red?"
- "Would you like to make a large deposit or a minimum deposit?"
- Incorporate urgency by highlighting limited availability.
- Encourage brainstorming to develop additional closing questions relevant to your offerings.
Presenters/Sources:
- Zig Ziglar
- Reference to Elmer Wheeler's sales techniques.
Category
Business and Finance
