RAB Insights

RAB Research Archive

Give 'em a choice



When you only offer one solution to a customer, the only possible response is to say yes or no. Whenever possible, offer two or more alternatives and ask the customer to choose the one that is best for them. A good way to phrase this is to say something like "... based on what you told me about your needs, I think that these two products/services would work well for you. Which would you prefer?" There are several advantages to offering alternatives to a customer. It doesn't come across as pushy, lets the customer pick the product/service/option that works best for them, and shows the customer that you are trying to provide something that truly meets their needs.

Source: Sales trainer Bill McCormick