The Option Close can be very effective, but if not used properly, it can go against you and allow you to lose your sale.
The Option Close is exactly what it sounds like. Some people may confuse it with option-trading, but in this case, It’s when you give a prospect/client an option of different products to choose from and buy from you.
For example, let’s say you’re selling a car. You might give the customer the option of two different models.
The key to using this close is to make sure that you’re giving them an option they’re likely to choose, and you should be able to close the sale successfully.
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Why Use The Option Close?
The Option Close can be an effective way to close a sale for a few reasons.
Firstly, there’s less chance the sales rep will come across as someone with a particular agenda, wanting and needing to sell one specific product.
Secondly, it allows you to control the conversation. By giving the prospect/client options, you’re essentially leading them down the path you want them to go.
Third, it helps to build value. When you give someone an option, they’re more likely to see the value in what you’re offering.
Fourth, it can help to close the sale faster. By giving the prospect/client options, you’re giving them a choice, which can help move things along and close the deal.
Fifth, it can increase your chances of closing the sale. When you give someone an option, they’re more likely to choose one of the options that you’ve given them, which increases your chances of closing the sale.
Sixth, it can help you to overcome common sales objections. If a prospect/client has an objection, you can often overcome it by giving them an option that addresses their objection.
When To Use The Option Close
- You can use this close when wanting to build trust with a prospect/client in order for them to feel comfortable with your service.
By offering more than one product, you’ll come across as you doing the proper research to find what’s best for them, rather than have them feel like you have your own agenda by shoving one product down their throat.
- The Option Close can be used when a client/prospect needs your opinion on a product but is not sure which will be most beneficial. In this case, you would narrow the choices to two options and help them decide.
- You can also use the Option Close when a client/prospect is unsure about whether or not they want to commit to your product.
If they’re on the fence, giving them an option of two different products can often help to tip them over and get them to commit to one of the products.
Six Ways To Use The Option Close
When using the Option Close, there are a few things that you’ll want to keep in mind.
1) Never give more than two options. If you offer more than two options, the prospect/client will likely feel overwhelmed and have a more challenging time making a decision.
2) Make sure that the options you’re giving are different enough from each other. If the options are too similar, the prospect/client will likely have a hard time choosing between them.
3) Make sure that the options you’re giving are ones that the prospect/client is likely to choose. If you provide them with an option that they’re not likely to choose, you’re not going to be successful in closing the sale.
4) Make sure that you lead the conversation. You want to control the conversation, and giving the prospect/client options is a good way to do that.
6) Make sure that you close the sale quickly. By giving the prospect/client options, you’re giving them a choice, which can help move things along and close the deal faster.
When To Avoid Using The Option Close
A few times, you might want to avoid using the Option Close.
- If the prospect/client is already sold on one product. In this case, you don’t want to give them an option because they’re likely to choose the product that they’re already sold on.
- If the prospect/client is undecided on two products. If the prospect/client is undecided on two products, giving them an option is likely to confuse them and make it harder for them to decide.
- If the prospect/client is not ready to buy. If the prospect/client is not ready to buy, then giving them an option is likely to delay the sale. Also, if someone is not ready to buy and you bombard them with other random products, you’ll come across as a desperate salesperson, fighting to make a sale.
Benefits Of Using The Option Close
It can help you build trust with the prospect/client because when you give them an option, you’re showing that you’re not just trying to sell them on one product but that you’re trying to find the best product for them. This will help you grow long-lasting relationships, and in the future, easily get more sales referrals.
The Option Close can also help to establish you as an expert. By giving the prospect/client options, you’re showing that you know what you’re talking about and that you can help them find the best product for their needs.
When giving someone options to choose from something, when you eventually recommend only one product to buy, the trust and rapport will allow this to happen quickly.
Ten Best Option Closing Techniques and Questions
1) Which do you prefer?
2) What’s your favorite?
3) Which one are you more interested in?
4) If you had to choose one, which would it be?
5) Are you leaning towards one more than the other?
6) What’s most important to you?
7) What are your priorities?
8) Which would you rather have?
9) If you could only have one, which would it be?
10) Do you prefer X or Y?
Example Scripts Of The Option Close
Here are a few example scripts of the Option Close.
“So, we have two different products that we think would be a good fit for you. Product A is XYZ and Product B is ABC. Which one do you think would be better for your needs?”
“We have two different products that we think would be a good fit for you. Product A is XYZ and Product B is ABC. Which one are you more interested in?”
“We have two different products that we think would be a good fit for you. Product A is XYZ and Product B is ABC. What’s most important to you? Price, quality, or something else?”
“So, we have two different products that we think would be a good fit for you. Product A is XYZ and Product B is ABC. Which one would you rather have?”
“We have two different products that we think would be a good fit for you. Product A is XYZ and Product B is ABC. If you could only have one, which would it be?”
Conclusion
The Option Close is a powerful sales technique that can help you close more sales and build trust with your prospects and clients. When used correctly, it can be an extremely effective tool.
Always make sure to avoid using it if the prospect/client is already sold on one product, if they’re undecided on two products, or if they’re not ready to buy. If you keep these things in mind, you’ll be well on your way to using the Option Close effectively.
