Not sure how to use a choice close? Well, just remember, you can’t have a dog in the fight.

Sidestepping Gatekeepers

In the sales process, we often deal with people who have the power to say no but not necessarily the power to say yes. When engaging with these individuals, using a choice close can be a game-changer. This close gives the prospect the feeling of authority and power without steering them towards a no.

So, how can you effectively use a choice close? When dealing with folks in procurement, contracts, or legal, offer them options. For example, you might say, “Do you want the contract to be net 45 or net 60?” Or “Should I follow up with you directly to set up the next call or your admin?” By giving the prospect choices where you genuinely don’t care which option they choose, as long as they choose one of the two, the prospect feels like they have control while you stay clearly in the yes zone.

The Illusion of Control

Using a choice close is a subtle but powerful tool. It helps you navigate the sales process by empowering your prospects and making them feel like they are in control. This approach can lead to higher engagement and a smoother sales process.

When implementing a choice close, it’s important to remain neutral and not show a preference for any particular option. This ensures that the prospect feels their decision is their own, which can increase their commitment to the next steps. This close is especially effective when dealing with decision-makers who may have reservations or need to consult with others before proceeding.

The Win-Win Scenario

Remember, the goal of the choice close is to keep the conversation moving forward. By offering options that lead to a positive outcome regardless of the choice, you create a win-win situation for both you and your prospect.

Leveraging the choice close can help you engage with gatekeepers more effectively, avoiding roadblocks and moving deals forward. By giving your prospects the feeling of control and authority, you can navigate the sales process with greater ease and success. So, next time you’re in a situation where a decision-maker has the power to say no, remember the power of this close and use it to your advantage.

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