What is alternative and summative close?

Alternative close is a type of closing technique in sales that presents the buyer with two options, encouraging a decision by making it easier to choose between them. For example, a salesperson might ask, "Would you prefer the red or blue model?" Summative close, on the other hand, involves summarizing the key benefits and features of a product or service before asking for a commitment, reinforcing the value to the buyer. Both techniques aim to facilitate the decision-making process and lead to a sale.