The ability to close a sales call effectively is critical for any salesperson looking to achieve success. There are various techniques available for closing sales calls, and the alternative close is one of them. The alternative close technique involves presenting the prospect with two or more options, each of which is attractive and relevant to the prospect’s needs. By using this technique, a salesperson can prompt the prospect to make a decision and increase the chances of closing the sale.

In this blog, we will discuss the five essential steps involved in closing a sales call effectively, with a focus on the alternative close technique. We will explore how to identify the client’s needs, present relevant solutions, address concerns, use alternative closes, and confirm the next steps. By the end of this blog, you will have a clear understanding of how to use the alternative close technique to close your sales calls successfully.

Whether you are a seasoned sales professional or just starting your sales career, this blog will provide you with valuable insights and tips to improve your sales skills. By understanding and applying the steps we will discuss, you can increase your confidence in closing sales calls and achieving better results. So, let’s dive into the five essential steps of closing a sales call with the alternative close technique.

 

Understanding Alternative Closes

Alternative close technique is a way of prompting the prospect to make a decision by offering them two or more choices, both of which are attractive options. This technique is designed to reduce the pressure on the prospect while also encouraging them to make a decision.

One of the advantages of the alternative close technique is that it allows the salesperson to understand the prospect’s preferences better. By presenting options, the salesperson can gain insights into what the prospect values most and tailor their solutions accordingly.

Another benefit of the alternative close technique is that it can help establish a more positive rapport with the prospect. By presenting options, the salesperson can demonstrate that they are interested in the prospect’s needs and preferences, which can help build trust and credibility.

It is important to note that the alternative close technique should be used carefully and thoughtfully. If the prospect feels that they are being pressured or manipulated into making a decision, they may become resistant or even hostile. Therefore, it is crucial to use the alternative close technique in a respectful and ethical manner.

To effectively use the alternative close technique, a salesperson must first understand the prospect’s needs and preferences. By presenting options that are relevant and tailored to the prospect’s needs, the salesperson can increase the likelihood of a successful close.

In the next section, we will discuss the first step in the five essential steps of closing a sales call, which is identifying the client’s needs. By understanding the prospect’s needs, a salesperson can present solutions that are relevant and tailored to the prospect’s requirements.

 

Step 1: Identify Client’s Needs

Identifying the client’s needs is the first step in closing a sales call effectively. To present solutions that are relevant and tailored to the prospect’s requirements, a salesperson must first understand what the prospect needs.

To identify the client’s needs, a salesperson should ask open-ended questions and actively listen to the prospect’s responses. By asking questions that allow the prospect to express their pain points, challenges, and goals, the salesperson can gain insights into what the prospect values most.

It is also essential to pay attention to nonverbal cues, such as facial expressions and body language. These cues can provide valuable insights into the prospect’s emotions and preferences.

Once the salesperson has identified the prospect’s needs, they can present solutions that are relevant and tailored to the prospect’s requirements. By presenting solutions that address the prospect’s pain points and challenges, the salesperson can demonstrate their understanding of the prospect’s needs and establish credibility.

It is important to note that the salesperson should avoid presenting solutions that are irrelevant or not tailored to the prospect’s needs. Doing so can make the prospect feel that their needs are not being taken seriously and can lead to resistance or hostility.

In summary, identifying the client’s needs is the first step in closing a sales call effectively. By asking open-ended questions, actively listening, and paying attention to nonverbal cues, a salesperson can gain insights into what the prospect values most. Once the salesperson has identified the prospect’s needs, they can present solutions that are relevant and tailored to the prospect’s requirements, which can increase the likelihood of a successful close.

 

Step 2: Presenting Solutions

Once the salesperson has identified the client’s needs, the next step is to present solutions that address those needs. To effectively present solutions, the salesperson should focus on the benefits of the solutions, rather than just the features.

To present solutions effectively, a salesperson should use language that resonates with the prospect. Using language that the prospect can understand and relate to can help establish credibility and build rapport.

It is also essential to present solutions in a logical and structured manner. The salesperson should explain how the solution can address the prospect’s needs and provide examples of how it has helped other clients in similar situations.

At the same time, it is important to avoid overwhelming the prospect with too much information. A salesperson should focus on presenting the most relevant information and avoid presenting information that is not essential to the prospect’s needs.

In addition to presenting solutions, a salesperson should also be prepared to answer any questions or concerns the prospect may have. Being able to address the prospect’s concerns effectively can help build trust and establish credibility.

In summary, presenting solutions is the second step in closing a sales call effectively. To do so, a salesperson should focus on the benefits of the solutions, use language that resonates with the prospect, present solutions in a logical and structured manner, and be prepared to address any questions or concerns the prospect may have. By presenting solutions that address the prospect’s needs and concerns, the salesperson can increase the likelihood of a successful close.

 

Step 3: Addressing Concerns

Addressing concerns is a crucial step in closing a sales call effectively. Prospects may have concerns or objections about the solutions presented, which can prevent them from making a decision.

To address concerns effectively, a salesperson should actively listen to the prospect’s concerns and acknowledge them. By showing empathy and understanding, the salesperson can build rapport and establish trust.

Once the salesperson has acknowledged the prospect’s concerns, they can address them by presenting additional information or providing reassurance. The salesperson should focus on the benefits of the solutions and how they can address the prospect’s needs and concerns.

It is also essential to avoid being defensive or dismissive of the prospect’s concerns. Doing so can make the prospect feel unheard or unimportant, which can lead to resistance or hostility.

In addition to addressing concerns, a salesperson should also be prepared to handle objections. Objections can be a sign that the prospect is interested in the solutions but has reservations about making a decision.

To handle objections effectively, a salesperson should ask questions to understand the objection and provide additional information or reassurance. By addressing objections effectively, the salesperson can demonstrate their understanding of the prospect’s concerns and build trust.

In summary, addressing concerns is the third step in closing a sales call effectively. To do so, a salesperson should actively listen to the prospect’s concerns, acknowledge them, and provide additional information or reassurance. By handling objections effectively, the salesperson can demonstrate their understanding of the prospect’s concerns and build trust, which can increase the likelihood of a successful close.

 

Step 4: Use Alternative Closes

The use of alternative closes is an effective technique for closing a sales call. Alternative closes offer the prospect a choice between two or more solutions, which can help overcome objections and increase the likelihood of a successful close.

To use alternative closes effectively, a salesperson should first ensure that they have presented solutions that address the prospect’s needs and concerns. Once the solutions have been presented, the salesperson can then offer the prospect a choice between two or more solutions.

When offering alternative closes, it is important to present the options in a clear and concise manner. The salesperson should explain the benefits of each option and how it can address the prospect’s needs.

It is also important to ensure that the options presented are relevant and appropriate for the prospect’s needs. Offering options that are not relevant can make the prospect feel like their needs are not being heard or understood, which can lead to resistance or hostility.

Another effective technique when using alternative closes is to emphasize the positive outcome of each option. By doing so, the salesperson can create a sense of urgency and excitement around making a decision, which can increase the likelihood of a successful close.

In addition to using alternative closes, it is important to avoid using high-pressure tactics or making the prospect feel like they are being manipulated. Doing so can lead to resistance or hostility, which can make it difficult to close the sale.

In summary, using alternative closes is the fourth step in closing a sales call effectively. To do so, a salesperson should ensure that they have presented solutions that address the prospect’s needs and concerns, offer options in a clear and concise manner, ensure that the options presented are relevant and appropriate, and emphasize the positive outcome of each option. By using alternative closes effectively, the salesperson can increase the likelihood of a successful close while maintaining a positive and respectful relationship with the prospect.

 

Step 5: Confirming the Next Steps

Confirming the next steps is the final step in closing a sales call effectively. It is important to confirm the next steps to ensure that both the salesperson and the prospect are on the same page and that the prospect understands what they need to do next.

To confirm the next steps, a salesperson should summarize the solutions presented, the benefits of each option, and the option chosen by the prospect. The salesperson should also clarify any outstanding concerns or objections and confirm that the prospect is comfortable with the chosen solution.

Once the solution has been confirmed, the salesperson should then confirm the next steps in the sales process. This may include sending a proposal or contract, setting up a follow-up call or meeting, or scheduling a product demonstration.

It is also important to confirm the timeline for the next steps. This can help ensure that the sales process stays on track and that the prospect has a clear understanding of what to expect.

Confirming the next steps is also an opportunity to establish a timeline for follow-up communication. This can help maintain a positive relationship with the prospect and keep them engaged in the sales process.

In addition to confirming the next steps, it is important to thank the prospect for their time and express appreciation for their interest in the solutions presented. This can help maintain a positive and respectful relationship with the prospect, even if they do not ultimately decide to move forward with the solutions presented.

In summary, confirming the next steps is the final step in closing a sales call effectively. To do so, a salesperson should summarize the solutions presented, clarify any outstanding concerns or objections, confirm the chosen solution, and establish a timeline for the next steps and follow-up communication. By confirming the next steps effectively, the salesperson can maintain a positive relationship with the prospect and increase the likelihood of a successful close.

 

Conclusion

In conclusion, closing a sales call effectively is essential for any salesperson who wants to succeed in their career. The five steps presented in this article – identifying the client’s needs, presenting solutions, addressing concerns, using alternative closes, and confirming the next steps – provide a framework for closing a sales call effectively and respectfully.

When implementing these steps, it is important to remember that sales is not about manipulating or pressuring the prospect into making a decision. Rather, it is about understanding the prospect’s needs and concerns and presenting solutions that can help address them.

By following these steps and maintaining a positive and respectful relationship with the prospect, a salesperson can increase the likelihood of a successful close and establish a foundation for future sales opportunities.

Finally, it is important to continuously refine and improve sales techniques to stay competitive in the ever-evolving sales industry. By staying up-to-date with new technologies, techniques, and trends, a salesperson can stay ahead of the curve and achieve even greater success in their career.