This close should be ancient history.
The alternative-choice close went out of fashion in the 1960s. This is where the salesman would say, “Would Tuesday work, or is Thursday better?” Or, “Would you like to pay by cash or credit card?”
Buyers are smarter today. They find these closes insulting. Instead, what can we do to move our prospects closer to buying or joining?
An easier viewpoint is that buyers are resistant to change. Buyers may want what we have to offer, but are afraid of making a bad decision. The solution?
Use supportive language such as, “Most people.” Buyers feel better when they are not alone. Our survival instincts assure us that we are safer when we do things in groups.
Ask for referrals early, before we present.
“Most people save a lot of money on their utility bills and love our service. And, they want to make sure their friends and relatives don’t overpay also. You may or may not want to save on your utility bill, but could you do me a favor? If you decide to save with us or not, could you at least let your friends know they could save a lot of money on their bills?”
Stop worrying so much.
– Coco Chanel
We get paid to … close.
For amateurs, closing is a scary situation. There is a chance for rejection.
For professionals, closing is easy. We accumulate many different closing sentences that are all rejection-free. And, these sentences relax our prospects and make them want to move forward.
Here is an entire book of closing sentences and ideas.