Exam 12: Closing Begins the Relationship

The statement, "I'll place that order for six pallets of potting soil right now," is an example of an unethical close.

A salesperson can easily adapt FAB statements and the SELL Sequence to make a(n) ________ close.

Briefly describe the purpose and steps of the exit technique.

"Which do you like best-the flexible goggles or the rubber frame goggles?" This is an example of a(n) ________ close?

The salesperson has just asked the prospect to order three cases of pet flea collars and his prospect says, "I want to think it over." Which close is best suited for this situation?

In this type of close, the salesperson behaves as if the prospect wants to buy the product.

As the salesperson hands the retail store buyer the sunglasses, he asks, "You like the fit, the color, and how these glasses darken, right?" What the salesperson said is an example of the ________ close.

The salesperson is trying to convince a buyer to purchase a Little Wonder Snow Blower. When the salesperson says, "This blower has a 13HP engine for power, three large, ball-bearing pneumatic wheels so it won't get stuck in drifts, and an adjustable, ergonomically-designed handle." The salesperson is using a(n) ________ close.

According to the text, ________ should be the easiest part of the presentation.

What is a buying signal? Give three examples.

Which of the following is NOT true about closing a sale?

In most cases, the technology close confuses and bores prospects.

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. When a theater owner asks Hastie, "How can your rigging safely lift a 250-pound tenor ten-feet off the ground and gently return him to the ground with little physical effort?" Hastie should interpret this question as:

Which of the following is a common mistake that prevents a salesperson from making a successful sales call?

What type of close is being used when the salesperson tells the dentist, "I'm not sure that in the future, my company can keep up with the demand for Protexin oral rinse. I know you prefer it and I can sell you three cases today."

"Get the order and get out." This is a good principle for salespeople to follow.

Which closing technique persuades prospects to place the order by making them believe that it is beneficial to buy the product sooner rather than later?

The salesperson is trying to convince a prospective buyer to buy his professional hair salon products. The salesperson says, "These products have an advantage over other market products because they are not animal-tested. They use only organic ingredients and are available in five different strengths." The salesperson is using the:

Which of the following is the main similarity between the minor-points close and the alternate-choice close?

The salesperson who tells the prospect, "Since the cost of this line of plastic utensils will increase next week, can I place your order for the product today?" is using the standing-room-only close.