11

Question 1

What is commitment?

Answer 1

Getting the customer to do something that gets them closer to sale of final contract

Question 2

What is a direct request?

Answer 2

Simply asking for the order

Question 3

What is a benefit summary?

Answer 3

Reminds the buyer of the agreed upon benefits of the proposal

Question 4

What is the balance sheet method?

Answer 4

List of pros and cons

Question 5

What is the probing method?

Answer 5

Uses a series of probing questions goes back to SPIN

Question 6

Alternative choice is

Answer 6

Gives the buyer multiple options. “Which works best for you? Model a b or c?” “Should we deliver tomorrow or does Monday work better?”

Question 7

Minor point close/ continuous yes

Answer 7

Focused the buyer on small elements of the decision

Question 8

What color do you prefer and would you like our tech crew to do the installation are examples of

Answer 8

Minor point close/ continuous yes questions

Question 9

Assumptive close is

Answer 9

Allows sales person to verbalize the assumption to see if it’s correct

Question 10

Standing room only close

Answer 10

Creates a sense of urgency with the buyer. Think shein

Question 11

Benefit in reverse close is

Answer 11

Presents a benefit that has not been disclosed in the past

Question 12

Emotional close is

Answer 12

Appeals to emotional side of customer

Question 13

What is the biggest determinant of future sales

Answer 13

How the salesperson treats the customer