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The Either Or Close

 

Asking for the business is challenging to most rookie salespeople.  Learning the Either-Or close can help you to trial close every sales call. 

 

 

After you have presented your product and solved their problems the Either-Or close goes something like this.

 

Would you like me to deliver the product this week or wait until the first of the month?

 

In both sides of that question the assumption you are making is that the client is buying.  When you put it that way conversationally to the client - they have 3 options 1) This Week [SOLD] 2) First of the month [SOLD] or - explain to you why you are not there yet and if you aren't there yet - that is great launching platform for asking why and dealing with the objections.  Remember the 5W's/H

 

Communication is give and take and a balancing act.  Get your client to talk to you and you will find a way.