Exam 12: Closing Begins the Relationship

Give an example of how a Girl Scout can use an alternative-choice close to sell Girl Scout cookies.

According to the text, which close is especially useful as a secondary or backup close?

Often the close of the sale comes after the sales presentation.

There are six common mistakes that prevent a salesperson from making a successful sales call. Which of the following is NOT one of those mistakes?

To be successful, salespeople need to remember their ABCs. In this case, ABC is an acronym for "Adapt Benefits to Customer."

The direct close describes an explicit manner of closing.

List the four common mistakes that salespeople make which prevents them from making successful sales calls.

Closing is the process of helping people make a decision that will benefit them.

"You would require 500 cases this month. I will send them on Friday." This is an example of ________ closing technique.

With the assumptive close, the salesperson assumes the prospect will buy and act accordingly.

The minor-points close is similar to the balance-sheet close.

The alternative choice close gives the prospect a chance of buying or not buying.

When the wedding planner asked the engaged couple if they wanted an unforgettable wedding, the couple responded in the affirmative. Then the planner asked, "Do you want your guests to enjoy the day as much as you will?" The couple again said, "Yes." "You know one of the ways that people remember a wedding is by how wonderful the reception is. Do you want to have a memorable reception?" This time the couple nodded, "of course." Then the wedding planner asked, "Do you want me to use my best judgment to guarantee that you have a marvelous wedding day?" With that last remark answered in the affirmative, the couple signed a contract authorizing the wedding planner to design their wedding festivities. The wedding consultant used a(n) ________ close.

Which of the following actions is NOT an example of a buying signal?

With an alternative-choice close, the salesperson:

The car salesperson says to the prospect, "I have written down all the reasons why you should buy the new Ford Expedition. I think this might convince you that this is the car for your family." The car salesperson was using a(n) ________ close.

Stage Technologies is a London-based company that supplies engineering solutions for the entertainment industry. It has helped the boy-band Westlife make a flying entrance onto stage and provided stage-rigging packages for Princess Cruise vessels. The company was established in 1994 after a couple of production designers decided that the automation of theater productions could be done more safely and more efficiently by using modular production rather than the old "build-as-needed" formula. The company installs wenches, stage lifts, and other equipment commonly used in stage productions. The equipment is designed so it can be operated from a single console without awkward or heavy lifting. Both opera companies and theaters see the benefit of such a system, but many are reluctant to buy because of perceived costs. John Hastie and Mark Ager, the company's best salespeople, must design sales presentations that address these concerns. What kind of a close would Ager be using if during the presentation, he asked, "Would you want the control module in the orchestra pit or behind the curtains?"

Robert McIntosh, a realtor, is showing a new apartment to a couple. The husband asks Robert "What kind of terms do you offer?" Robert should most likely respond by:

Why is it recommended that a salesperson remain quiet after asking for an order?

A software salesperson explains the features of a new product. After listening to the salesperson, the prospect asks, "How much is it?" This question is clearly an objection.