Exam 12: Closing Begins the Relationship

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

An important characteristic of good closers is that they have "the gift of gab."

The T-account close is also called the Benjamin Franklin close.

Kelly, a car salesperson, is working with a highly indecisive prospect. Which of the following close techniques would be LEAST likely to close the sale for Kelly?

Successful salespeople ask the closing question and then briefly summarize the product's benefits.

A T-account close is suitable if the buyer has a predetermined belief that the competitor's product is needed.

Assumptive close is not generally used for customers who do not have a good relationship with the salesperson.

Discuss the differences between the minor-points close and the alternative-choice close.

Explain assumptive close. When can this be used?

What are two other names sometimes given to the T-account close?

The ________ close permits the prospect to focus on identifying their real objections to making a purchase.

Which type of close is effective with a prospect who is a self-styled expert or who has a big ego?

When should a salesperson attempt to close the sale?

A buying signal is defined as anything the prospect says or does to indicate readiness to buy.

"Would you prefer the 16-inch or 12-inch hedge clippers?" Which type of close is being used?

"As I understand it, you like the rotating handles, blade length, and weight of these pruning shears." The salesperson is using the ________ close.

Even though Joseph and Heidi had not placed their order, the salesperson asked the couple, "Would you prefer delivery of this shower enclosure Thursday or Saturday?" This question is an example of a(n) ________ close.

When the salesperson helps her prospect make a two-column list with reasons in favor of buying on one side and reasons against buying on the other, she is using the ________ close.

If everything has been done to properly develop a sales presentation, closing the sale is the next step in a logical sequence.

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 should Hastie do once a theater manager has agreed to let Stage Technologies design and install a stage-rigging system?