The idea is simple. If you’re selling something, then there’s no reason your buyer should work to help you. Even something as simple as opening their Outlook calendar and finding an available slot or two can be too much like hard work. The alternative close helps by offering simple, binary choices.
So, the hot lead agrees to meet you. Excellent. Now, let’s get that meeting in the diary.
Me: Next week or the week after?
Hot Lead (HL): Next week
Me: Tuesday or Thursday?
Me: Morning or afternoon?
Me: 10am or 11?
Boom! The meeting’s been bagged by offering options so the hot lead feels like they’re in control, but there’s only ever two options and, most importantly, not meeting is never an option.