Never ask Do you want to buy? Give them a choice between two yeses.
Alternative Close
Core Principle
Ziglar Alternative Close removes the yes-or-no binary entirely. By offering two options that both result in a sale, you shift the prospect from deciding whether to buy to deciding which option to choose. The act of choosing creates psychological ownership.
Step-by-Step Execution
Example in Action
You: Based on what you have told me, there are two options that make sense. The Growth plan gives you everything you need for your current team size at 499/month. The Scale plan adds priority support and advanced analytics for 799/month -- most companies your size go with Scale because of the reporting. Which one feels like a better fit? Prospect: The Scale plan sounds right for us. You: Great choice. Let me get your onboarding scheduled.
Practice this technique with an AI-powered roleplay scenario.