Exam 14: Adapting the Close and Confirming the Partnership

A(n)________ is any positive statement regarding your product or some factor relating to the sale,such as credit terms or delivery date.

During the close,attention should be focused on:

The confirmation step in closing the sale consists of reassuring the buyer that the purchase is a good decision.

List four nonverbal clues that the prospect is receptive to a close.

The ________ close offers the buyer something extra for acting immediately.

Putting pressure on a buyer with a(n)________ communication style will most likely make the buyer more indecisive.

Matt,a computer salesperson,tells a prospect,"As I described earlier,we have two financing methods available. Which of them do you prefer?"Matt is most likely using which closing method?

When you are working on a large,complex sale you should try to achieve incremental commitment.

Prior to the introduction of consultative selling and the partnering era,closing was often presented as:

Shane Chadwick is a sales representative for the Metropolitan Commuter Rail Service, selling ad space inside commuter rail train cars and stations. He has presented and negotiated to a representative from a new church trying to attract members by advertising their philosophy and service times. -Which of the following would most likely help Shane close a sale with the church representative?

When a sale is lost,it is important to review the chain of events because:

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

Which of the following is one of the buying anxieties that make customers reluctant to commit,according to Gene Bedell,author of 3 Steps to Yes?

Ahmed ElShatif sells life and disability insurance to members of a large union in the Willamette Valley region. His company is the only approved insurance vendor for the union. Although he is not competing against other insurance agents, his prospects are not required to buy any insurance coverage at all. He spends an average of 20 minutes with each prospect, learning about their needs and explaining the various insurance products, and choosing the right combination for each prospect. -Ahmed knows the insurance he sells is a good value and that it is beneficial to customers. Moreover,Ahmed is confident that most prospects have already decided to purchase the insurance. What type of close will Ahmed most likely use?

The direct appeal close is avoided by most salespeople because it adds complexity to a selling/buying situation.

Lacey Abrams is the sales representative for the Brook Park Zoo. She sells events, such as wedding receptions, corporate dinners, and fundraisers that are held on zoo grounds. She has just finished negotiating all the details of Anne Mason's upcoming wedding reception and is preparing to close the sale. -Why is it most likely important for Lacey to engage in the confirmation step after closing a sale with Anne?