I’m going to share with you the best strategy for closing sales and making things a little bit more comfortable in the process. It’s called the Double Bind Close or the Alternate Close. Two names same thing, just a couple of people to call it a few different things. We like to call it the Double Bind Close.
How it works and how it helps is, first off, if you have trouble getting commitment from a client, for example, they’re not just quite sure when they’re free for a proposal appointment or they’re just busy all the time, this will help get it a little bit more straight and narrow in getting a time booked and getting it done.
Not wanting to sound desperate, by this I mean if your calendar is not backed up by any stretch, then it sounds a little bit odd if you got all the time in the world to talk to a client and it doesn’t make them feel pressured at all to book a time… as well as looking a little bit dodgy.
And you don’t want to be stuck following them up. So if someone doesn’t book an appointment, then you have to call them again and then try to close them again and again and again until they finally find some time for you.
With the Double Bind, it narrows that down a lot so it produces all the follow-ups. Not a 100% because it won’t always work but it definitely does increase the success rate. Which helps with not leaving you worried about not getting the sale.
So, the double bind method is a closing method for sales. It helps people make decisions whether they’re big or small it does work for both. And it directs the conversation where you want it to go. The good thing is it’s super easy as well and it educates clients that your time is valuable. So, there’s a little bit less wastage and you’re seen as a little bit more professional.
This all allows you to close a sale without sounding desperate. So let’s get into how it works.
We give people two options when booking times or days, no more no less. And that’s about the extent of it.
So, for example, I have times available Tuesday morning or Thursday afternoon, which one suits you best? Now there are two ways you can go about this. You can either say, “I have time available Tuesday morning at 10:30 am or Thursday afternoon at 2:00 p.m., which one suits you best?” Or you can say, “I have a time available Tuesday morning of Thursday afternoon, which one suits you best?” Wait for their answer and then say, “Alright! Thursday? Fantastic! We’ll get time at 2:00 pm or 4:30, which one suits you best?”
So there are two different ways. I personally prefer the two-step one because they get a little bit of engagement from the client themselves so they’re like, “Oh yeah Thursday for sure. Those days are free for me and the afternoon is good. What times do you have in the afternoon?” So, it gets a little bit more involvement and they’re just a little bit more likely to find the time suits or arrange appointments around it.
Now why this works? There is a little bit of a science behind it. It gives people the perspective of choice without the overwhelm. So, when you get too many options you just get overwhelmed and you get confused and quite often leads to distraction. But if you only have one option it’s less likely to suit their schedule.
For example, if you’re working with a single mother and you say that you’ve only got times available on Tuesday morning at 9:00 am, she’s going to have to say no because she’s doing the school run.
Likewise, if you start listing out every half hour to an hour block of time you’ve got from Monday to Friday on your calendar, everyone’s going to get confused and distracted and overwhelmed with it. It’s just going to become a mess and in the end, it’s probably not going to get a decision made because we’re going to forget what times are actually set.
Two options make people comfortable to make a choice. Think about it, it’s not hard. If they just have to choose between Tuesday and Thursday, they can make a choice. So give it a go!
If you’re having a bit of trouble closing sales comfortably try the double bind. It gives your clients two choices, no more no less and educate them on the value of your time. It’s really that easy.
And if you like this feel free to go to buildersprofits.com/chat and we’ll chat about some other ways you can improve your business. And if you do want to work with us, go there and book a time and we’ll see how. All right, talk soon!