Exam 11: Closing the Beginning of a New Relationship

"What size of rungs do you prefer?" is considered a closing statement.

A salesperson should attempt to close at least twice before moving on.

Because the buying situation is dynamic, salespeople cannot preplan the close to use with a particular prospect.

The textbook identifies 12 keys to a successful close.One of those critical steps is to use a trial close after overcoming each objection.

At the end of their discussion about her products, Sophia pulls out her tablet and shows the prospect graphs, bar charts and profit trends that drive home the points Sophia was trying to make to sell her product.What closing technique is Sophia using to improve the probability of having a successful sales presentation?

"I would like to show you how our product will help you attain your sales targets." This statement is an example of an aggressive statement.

Peter, a prospect tells the salesperson the following; "Perfect, I will take 250 computers at $500.00 each to be delivered next week." Generally speaking, the salesperson should now begin to re-tell Peter why this purchase will work out well for him.

When talking to a young man buying his first new car, the salesperson said, "I'm not sure we have a stereo system to fit your car.Would you want it if we have it in stock?" What closing technique is the salesperson using?

When faced with an indecisive buyer, a salesperson should consider using the balance sheet close.

Trial closes should never consist of any closed ended questions.

One of the biggest gripes purchasing agents have is that salespeople take it personally when they don't get the order.

According to the textbook, there are four important times when a trial close should be used.List those four important times of using a trial close.Also, describe the four reasons how the trial close helps the salesperson.

Closing techniques should be chosen based on the specific situation you are facing.Which of the following bundles of techniques will NOT likely to prove effective in dealing with an indecisive prospect?

If the salesperson finds his prospect is in a bad or hostile mood, it is usually a good idea to avoid trying to close.

The prospect asks a person from a neighbouring office to come in and asks what she thinks about your proposition.In what stage of the buying process is the prospect likely in?

In which stage of the sales process do most experienced salespersons close the deal?

What does the E in the SELL sequence remind you the salesperson to do during a sales presentation?

According to the textbook, in what range would the number of closings be okay before they start to offend the prospect?

If a prospect says no the first time, the salesperson should simply stop and end the presentation.

A salesperson uses the following statement in trying to close a deal: "I am prepared to give you a 15% discount if you agree to increase the order size by 15%-both of us win in this situation.You secure a lower price, and we receive a larger order.How does that sound?" What closing technique is being effectively used here by the salesperson?