Exam 14: Adapting the Close and Confirming the Partnership

Other costs such as shipping and handling should be mentioned after the presentation is over and the sale has been closed so as to prevent losing the sale.

A good way to practise closing is by:

Most Yes responses come on the ________ closing attempts.

Miguel has had three estimates on a home alarm system and the prices are all very close.The last sales representative has indicated if Miguel purchases the alarm now he will receive a 10% discount.The type of close used is:

When working on a large,complex sale one should try to achieve incremental commitment through out the sales process.

When the sales person gives the prospect several options to consider and tries to assess the prospect's degree of interest in each,it is called:

The most direct closing approach,which has the advantages of clarity and simplicity is the:

In a multi-call sales presentation the seller should achieve incremental commitment through out the sales process.

A question such as "does this come in orange color?",posed after the negotiations stage may be interpreted as a:

"Do you have this skirt in pink?" is a verbal buying clue.

A closing clue can be described as a(n):

__________ are closing attempts made at opportune times during the sales presentation to encourage the customer to reveal readiness or objections to buying

Zoe sold Mr.Macklin an outdoor pool and quoted him the cost of the pool.He has checked the competitor's price and decided to go with Zoe's pool.She tells him about the cost of installation and accessories.Mr.Macklin backs out of the sale.Why?

The close which is meant to encourage a buyer to act immediately is the __________.

The direct appeal works best if it does not come too early during the sales presentation.

If the prospect says "no," which of the following should the salesperson avoid?

Requirements posed by the customer may indicate readiness to buy.

When the salesperson has planned a demonstration as part of the sales presentation,it is appropriate to attempt a trial close before the demonstration is complete,but not before the demonstration has begun.

One of the least subtle buying signals displayed by the customer is the question.

There is no best closing method.You need to preplan several closing methods and use the one that seems appropriate.