Ways to Use Alternative Questions in Sales
Posted: Sat Feb 01, 2025 4:23 am
Seize the initiative
Alternative questions have practical benefits when handling incoming calls, in the retail sales system in salons and stores. This is a productive start to communication with a "hot" client. The "alternative question with a transition to an open question" scheme works well to intercept the initiative in communication with the client.
Examples:
Are you buying for yourself or for a customer?
Have you already decided on something or are you considering other options?
This question helps argentina email list both to suggest another solution and to navigate the purchasing stage.
Make an appointment
"When is it more convenient for you, in the morning or after lunch? At 9:00 or at 15:00?"
This alternative is a basic truth of active sales. After all, such a choice will suit clients with different work schedules.
Alternative Questioning Methods
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In addition, this form of meeting arrangement gives the company freedom of choice. You can offer the client a time when you have the least influx of people. The phrase "come at any time" will do the company a disservice, as it indicates the unpopularity of the service, the lack of demand.
Getting needs identification off the ground
There are clients who have difficulty making a choice, who are afraid to make a mistake, and who are also very closed and reluctant to engage in dialogue. This type of people can be involved in communication using the following scheme: one or two alternative questions – several narrow or reference questions (we will discuss them below) – transition to open questions.
Find a solution to a controversial situation
We offer a choice of at least three options for goods, configuration, delivery time, communication method, etc. The controversial issue is resolved by the client choosing the most suitable option. The rhetorical question of "who is to blame" is resolved by the practical "what to do" to mutual satisfaction.
State the price correctly
An alternative question is an indispensable form when discussing the price of a product. Closed and open questions are not suitable for this by their nature. Examples:
What price range are you considering: budget or more expensive? Up to twenty thousand or from twenty and up?
Do you want a basic package or a full set of equipment?
Complete the deal
Alternative questions are the most convenient, dynamic and motivating technique for the client to make a final decision and successfully complete the deal. Examples:
Which color did you choose: black or beige?
Do you have cash or card?
Is delivery or pickup more convenient for you?
The entire amount at once or in installments?
Would you like a bonus or a discount?
Alternative questions have practical benefits when handling incoming calls, in the retail sales system in salons and stores. This is a productive start to communication with a "hot" client. The "alternative question with a transition to an open question" scheme works well to intercept the initiative in communication with the client.
Examples:
Are you buying for yourself or for a customer?
Have you already decided on something or are you considering other options?
This question helps argentina email list both to suggest another solution and to navigate the purchasing stage.
Make an appointment
"When is it more convenient for you, in the morning or after lunch? At 9:00 or at 15:00?"
This alternative is a basic truth of active sales. After all, such a choice will suit clients with different work schedules.
Alternative Questioning Methods
Source: shutterstock.com
In addition, this form of meeting arrangement gives the company freedom of choice. You can offer the client a time when you have the least influx of people. The phrase "come at any time" will do the company a disservice, as it indicates the unpopularity of the service, the lack of demand.
Getting needs identification off the ground
There are clients who have difficulty making a choice, who are afraid to make a mistake, and who are also very closed and reluctant to engage in dialogue. This type of people can be involved in communication using the following scheme: one or two alternative questions – several narrow or reference questions (we will discuss them below) – transition to open questions.
Find a solution to a controversial situation
We offer a choice of at least three options for goods, configuration, delivery time, communication method, etc. The controversial issue is resolved by the client choosing the most suitable option. The rhetorical question of "who is to blame" is resolved by the practical "what to do" to mutual satisfaction.
State the price correctly
An alternative question is an indispensable form when discussing the price of a product. Closed and open questions are not suitable for this by their nature. Examples:
What price range are you considering: budget or more expensive? Up to twenty thousand or from twenty and up?
Do you want a basic package or a full set of equipment?
Complete the deal
Alternative questions are the most convenient, dynamic and motivating technique for the client to make a final decision and successfully complete the deal. Examples:
Which color did you choose: black or beige?
Do you have cash or card?
Is delivery or pickup more convenient for you?
The entire amount at once or in installments?
Would you like a bonus or a discount?