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    • The alternative close is based on this rule. Never offer a prospect the choice between something and nothing. Always make it a choice between one of two items. Always offer him a choice between Product A or Product B. “ Which house do you like best? This one or this one? Which car do you prefer? The 2-door or the 4-door? Which type of tires do you want? The radial or the standard?” Always give them at least two choices. The prospect will answer you and say, “Well, I like product A better or I like product B better, or I don’t like either product.” You can then ask why. This gives you an opportunity to continue selling. But don’t ever ask, “Do you want this or not?”

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