An alternate-choice question moves the decision forward by asking the homeowner to choose between two legitimate options instead of yes or no: not “do you want the project?” but “which color do you like better — the charcoal or the weathered wood?”.
The definition
An alternate-choice question moves the decision forward by asking the homeowner to choose between two legitimate options instead of yes or no: not “do you want the project?” but “which color do you like better — the charcoal or the weathered wood?”
A yes-or-no question creates two paths: yes or no. An alternate-choice question changes the thought process to Option A or Option B — they stop evaluating whether they want anything at all and start evaluating which version they prefer. Big decisions are made through smaller decisions; the alternate-choice question asks for the next one. Use it after you have earned it — once need, solution, and buying commitments are established. Before that, it is not confidence; it is premature assumption.
Where it lives: Advanced Selling Psychology; the Close
Knowing what alternate-choice question means is step one. Running it live, at a kitchen table, against a homeowner who pushes back — that's the training. Spar grades you on the system in every round — $29/month. Spar before you knock.