Ch 14

Question 1

The proper attitude during closing should be viewed as a​ ________.

Answer 1

strategy to help the customer make the correct decision with the best solution

Question 2

In many selling​ situations, the salesperson needs to take responsibility for​ ________.

Answer 2

obtaining commitment from the customer

Question 3

Asking for the order is less difficult if the salesperson is​ ________.

Answer 3

strategically prepared for the close

Question 4

Preparation for the close involves​ ________.

Answer 4

understanding customer​ needs, custom-fitting​ solutions, and planning appropriate closing methods

Question 5

Closing the sale is usually easier if you look at the​ _____ from the​ prospect’s point of view.

Answer 5

value proposition

Question 6

The salesperson should be alert to specific benefits that generate the most​ excitement, which are called​ ________.

Answer 6

dominant buying motives

Question 7

When you are working on a​ large, complex​ sale, you should try to​ ________ throughout the sales process.

Answer 7

achieve incremental commitment

Question 8

Negotiate a​ win-win solution to​ ________ before you attempt to close the sale.

Answer 8

the tough points

Question 9

Some salespeople make the mistake of waiting until the close to reveal​ ________.

Answer 9

information that might come as a surprise to the prospect

Question 10

During the sales​ process, salespersons make the mistake of not​ ________.

Answer 10

asking for the order more than once

Question 11

A closing clue or buying signal​ ________.

Answer 11

is a verbal or nonverbal indication that the prospect is preparing to make a buying decision

Question 12

One of the MOST important personality traits salespeople need is​ ________, which is especially helpful in recognizing closing clues.

Answer 12

empathy

Question 13

Verbal closing clues can be divided into​ categories, which are​ ________.

Answer 13

​questions, recognitions, and requirements

Question 14

Important buying signals might​ ________.

Answer 14

be interwoven into normal conversation

Question 15

Body​ movements, facial​ expression, and tone of voice​ ________.

Answer 15

might be nonverbal buying clues

Question 16

Before you ask the​ _____ customer for a buying​ decision, make sure you review important factual information.

Answer 16

reflective

Question 17

Several closing methods might be necessary to get the prospect to make a buying​ decision; therefore, it is wise for the salesperson to​ ________.

Answer 17

preplan several closes

Question 18

The​ ________ close is a closing attempt made at an opportune time during the sales presentation to encourage the customer to reveal readiness or unwillingness to buy.

Answer 18

trial

Question 19

The​ ________ close is the most straightforward closing approach and many buyers find it attractive.

Answer 19

direct appeal

Question 20

If you have identified a genuine​ need, presented your solution in terms of buyer​ benefits, presented an effective sales​ demonstration, and negotiated buyer​ concerns, the​ ________ close might be the most natural closing method.

Answer 20

assumptive

Question 21

When you are dealing with the​ price-conscious transactional​ buyer, who needs flexibility and​ options, the​ ________ close might be the most appropriate closing method.

Answer 21

the multiple options

Question 22

The step in closing the sale that reassures the client is called​ the________ step.

Answer 22

confirmation

Question 23

Satisfied customers are most likely​ ________.

Answer 23

to become a source for new prospects

Question 24

Three things a​ high-performance salesperson can do after a lost sale are​ ________.

Answer 24

make sure the deal is​ dead, review the chain of​ events, and interview the client

Question 25

Your​ customer’s contact with the competition is inevitable. You should​ ________.

Answer 25

do everything possible to help the customer make an intelligent comparison