Deck 14: Adapting the Close and Confirming the Partnership

Question 1

Matching

-Showing disappointment when the buyer refuses to purchase the product

A) inappropriate during the close
B) appropriate during the close
C) appropriate during preapproach
D) special concession close
E) aggressive closing techniques
F) closing clues
G) before attempting to close the sale.
H) verbal closing clue

Answer 1

inappropriate during the close

Question 2

Matching

-Using the direct appeal close when selling to a decisive buyer

A) inappropriate during the close
B) appropriate during the close
C) appropriate during preapproach
D) special concession close
E) aggressive closing techniques
F) closing clues
G) before attempting to close the sale.
H) verbal closing clue

Answer 2

appropriate during the close

Question 3

Matching

-Preparing your-self to do everything possible to help your prospect do intelligent comparison shopping

A) inappropriate during the close
B) appropriate during the close
C) appropriate during preapproach
D) special concession close
E) aggressive closing techniques
F) closing clues
G) before attempting to close the sale.
H) verbal closing clue

Answer 3

appropriate during preapproach

Question 4

Matching

-Forestalling the tough points until later in the close

A) inappropriate during the close
B) appropriate during the close
C) appropriate during preapproach
D) special concession close
E) aggressive closing techniques
F) closing clues
G) before attempting to close the sale.
H) verbal closing clue

Question 5

Matching

-Waiting until the close to reveal information that may surprise the prospect

A) inappropriate during the close
B) appropriate during the close
C) appropriate during preapproach
D) special concession close
E) aggressive closing techniques
F) closing clues
G) before attempting to close the sale.
H) verbal closing clue

Question 6

Matching

-Reemphasizing benefits to gain a favorable decision

A) inappropriate during the close
B) appropriate during the close
C) appropriate during preapproach
D) special concession close
E) aggressive closing techniques
F) closing clues
G) before attempting to close the sale.
H) verbal closing clue

Question 7

Matching

-Using a trial close in the form of a confirmation question

A) inappropriate during the close
B) appropriate during the close
C) appropriate during preapproach
D) special concession close
E) aggressive closing techniques
F) closing clues
G) before attempting to close the sale.
H) verbal closing clue

Question 8

Matching

-A close in which you offer something extra to the buyer for acting immediately

A) inappropriate during the close
B) appropriate during the close
C) appropriate during preapproach
D) special concession close
E) aggressive closing techniques
F) closing clues
G) before attempting to close the sale.
H) verbal closing clue

Question 9

Matching

-Using the direct-appeal closing method after the prospect steps back to admire the product following the demonstration

A) inappropriate during the close
B) appropriate during the close
C) appropriate during preapproach
D) special concession close
E) aggressive closing techniques
F) closing clues
G) before attempting to close the sale.
H) verbal closing clue

Question 10

Matching

-Asking for the order more than once

A) inappropriate during the close
B) appropriate during the close
C) appropriate during preapproach
D) special concession close
E) aggressive closing techniques
F) closing clues
G) before attempting to close the sale.
H) verbal closing clue

Question 11

Matching

-Multi-call sales presentations and longer sales cycles require

A) inappropriate during the close
B) appropriate during the close
C) appropriate during preapproach
D) special concession close
E) aggressive closing techniques
F) closing clues
G) before attempting to close the sale.
H) verbal closing clue

Question 12

Matching

-buying signals

A) inappropriate during the close
B) appropriate during the close
C) appropriate during preapproach
D) special concession close
E) aggressive closing techniques
F) closing clues
G) before attempting to close the sale.
H) verbal closing clue

Question 13

Matching

-Controversial issues and tough points should be negotiated

A) inappropriate during the close
B) appropriate during the close
C) appropriate during preapproach
D) special concession close
E) aggressive closing techniques
F) closing clues
G) before attempting to close the sale.
H) verbal closing clue

Question 14

Matching

-Indication customers are preparing to make a buying decision

A) inappropriate during the close
B) appropriate during the close
C) appropriate during preapproach
D) special concession close
E) aggressive closing techniques
F) closing clues
G) before attempting to close the sale.
H) verbal closing clue

Question 15

Matching

-"What interest rate are you offering at this time" is a

A) inappropriate during the close
B) appropriate during the close
C) appropriate during preapproach
D) special concession close
E) aggressive closing techniques
F) closing clues
G) before attempting to close the sale.
H) verbal closing clue