An alternative question is not only one of many ways to build a sentence in Russian. It is also a powerful psychological tool that is widely used in practice in sales, the media, and simply when trying to convince someone of something, to achieve the desired reaction from the interlocutor. In order not only not to fall for the “hook” of alternative questions, but also to use them yourself, you must first understand what they are.
General definition
The name "alternative question" speaks for itself. No matter how obvious, this is a question involving a choice between any two (or more) alternatives. That is, the speaker, as it were, allows the listener to choose from what he himself offers, without giving the opportunity for his own option. Because of this, the listener involuntarily feels pressure and even chooses an option that he does not like, just because the alternative is even worse.
How to ask an alternative question?
Here are a few principles and patterns that will allow you to ask the question correctly and achieve the desired reaction of the interlocutor:
- First of all, the alternative question is not an ultimatum. You can’t put it like this: "Either you stop behaving in this way, or I'm leaving!" A person naturally responds to an ultimatum in one of two ways: either looking for a way around it, or acting in vain to the asker. An alternative question, unlike the ultimatum, does not plunge the respondent into stress, but, on the contrary, retains a feeling of a comfort zone around him: “Would you prefer me to leave, or should we reconsider this model of behavior together”?
- An alternative question is always an extremely polite remark. The slightest rudeness, and the interlocutor will feel the catch. Simply put, instead of "What do you want?" you should ask: “Which of these options would you prefer?” instead of “you need to choose!” - "If you had to choose ...".
- If you use an alternative question in communicating with familiar people, in an informal or not-so-formal setting, hardly anyone will be against it. However, if you try to abuse the ability to limit the listener in options, using this question as a weighty argument, you will likely have to listen to the accusation of sophistry.
Following these three principles, you can use the alternative question more than successfully.
Application in the art of sales
The market is the best place to look for examples of an alternative question. Most often, buyers come across, for example, such hooks:
- Would you prefer to place your order now or by phone? - ignoring the possible desire not to place an order at all.
- How will it be easier to draw up a contract - independently or with the help of our specialists? - without giving a choice not to draw up a contract at all.
- Will you buy the product now at a discount or take a look later and pay the full price? - deciding in advance for the respondent that he will certainly buy the goods.
Sometimes alternative questions help insecure customers, but more often they lead them away from a truly successful solution. However, buyers can wrap this trick in their favor if they are careful and attentive.
Application in psychology
Alternative questions help psychologists much more than others. And if in the past case, helping uncertain clients was only a side goal, in psychology it becomes the main one. For instance:
- Would you rather talk about it yourself or answer my questions? - leaving no choice not to tell at all.
- Want to talk about it now or later? - excluding the possibility of not talking at all.
- Would you like to continue communication on this subject now or to return to it later? - not taking into account the possible desire to leave the topic forever.