The alternate choice close is a popular, simple technique and often one of the first closes used by Search Consultants. The formula is to simply ask a question, but give only two choices as a response. In other words, you ask a question and suggest two answers-either of which is an agreement or a step forward in the process.
Selection of one of the two options is generally viewed as a positive sign. It’s a simple formula whereby you offer your prospect a choice between two options that, either way, moves towards a commitment or flushes out reasons why the candidate or client is not ready to commit. This technique is often used to secure a date or time commitment with your hiring manager or candidate. Remember that Search Consultants are tasked with guiding people through the hiring process. People often feel more comfortable when given choices.
The alternate choice close is a much better approach than what happens when you give one choice and the only other option is “no.” When you ask people to choose between one of two alternatives, they will usually pick one of the two. It’s unusual for your prospect to propose a third option because neither of the two choices is acceptable. Even in that case, it’s still a positive outcome because you are driving the process. This close is also often used in conjunction with other closing techniques, as you will see in our examples to follow.
Scripts
Alternate Choice Close Candidate Examples
Video
Click here for a short and sweet tip on how to successfully use the Alternate Choice Close, as explained by Recruiting Trainer Karen Schmidt.
