summary-of-benefits58. "You like the rotating handles, blade length, and weight of these pruning shears, right?" The salesperson is using the _____ close. summary-of-benefitsA salesperson can easily adapt FAB statements and the SELL Sequence to make a(n) _____ close. summary-of-benefitsThe _____ close requires the salesperson to ask the prospect a series of benefit questions. continuous-yesThe questions in the continuous-yes close should be: based on benefits of the specific product.Which of the following is most likely true regarding the summary-of-benefits close? The SELL sequence and FAB statements can be utilized.Even though Tristan and Adela had not placed their order, the salesperson asked the couple, "Would you prefer delivery of this dishwasher Thursday or Saturday?" This type of question is an example of a(n) _____ close. minor-pointsWhich of the following statements is the best example of a minor-point close? "Do you want those pillows in maroon or ebony?""Would you prefer the 16-inch or the 20-inch hedge clippers?" This statement is an example of _____ close.Minor-pointsLike the alternative-choice close, the _____ close asks the prospect to select between options. minor-pointsWhat is the main similarity between the minor-points close and the alternate-choice close? Buyers must decide between two options.When the salesperson helps her prospect make a two-column list with reasons in favor of buying on one side and reasons against buying on the other, she is using the _____ close. T-account13-6
Chapter 13 - Closing Begins the RelationshipThe car salesperson says to the prospect, "I have written down all the reasons why you should buy the new Ford Expedition. I think this might convince you that this is the car for your family." The car salesperson is using a(n) _____ close. T-accountWhen compared to the T-account close, the modified T-account close: is similar to the continuous-yes close.Amanda is a B2B salesperson. She believes that the modified balance sheet close is best suited to sell her products. Amanda would most likely avoid: reminding the prospect of negative product attributes. Which type of close is intended to motivate a prospect to act immediately? Standing-room-onlyWhen talking to a prospect, a salesperson says, "I'm not sure if we have any more of those tires to fit your car. Would you want them if we have some in stock?" The salesperson is usinga(n) _____ close. standing-room-onlyWhich of the following is the best example of the standing-room-only close? "We have only one more digital camera in stock, and we won't be receiving more until next month."Cassandra works for a manufacturer of cedar closet systems. As she negotiates with a buyer for Home Depot, Cassandra says, "The recent drought in Maine may seriously limit our ability to meet your needs for cedar products in the future." Cassandra is using a(n) _____ close.
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