Which tactic is best for closing an accessory sale?

• A. Put a case on the phone and then hand the phone to the customer.
• B. I don't plan for my accidents, do you?
• C. Power of two! Red or Black? Thick case or thin?
• D. Our Ventev chargers have a 1 year in-store replacement warranty.

Answer: (C)

The tactic being tested is a two-option close, often called the “power of two.” It moves the sale forward by presenting the customer with two viable choices, making the decision feel simple and within their control. In this scenario, offering a choice between two style options—red or black and a thick or thin case—lets the customer pick what fits best, while the salesperson guides the conversation toward finalizing the purchase.

This approach works well because it reduces decision fatigue. When people see two clear paths, they’re more likely to commit to one rather than stall by weighing many possibilities. It creates momentum: after choosing a color and a case style, the customer has effectively decided on an accessory, which often leads to completing the sale or adding related items.

The other options aren’t as effective for closing. Simply putting a case on the phone and handing it over removes the collaborative choice and can feel like the salesperson is jumping ahead of the customer. The line about not planning for accidents uses guilt and a tone that’s awkward and unprofessional, which can turn the customer off. Mentioning a warranty talks about a feature but doesn’t move the customer toward a decision; it’s useful information, not a closing mechanism.