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Negotiation & Closing Techniques Flashcards

7 cards from real CSM practice questions. Tap to flip, then mark Knew It or Still Learning — missed cards come back until you master them.

Read the first 7 Negotiation & Closing Techniques flashcards as text

  1. A buyer says, 'We need to think about it.' Which response best uses the 'alternative close' technique?

    Answer: Would you like to start with the standard or premium package?

    The alternative close presents two positive options, moving the buyer toward a decision rather than allowing an open-ended delay.

  2. In negotiations, 'logrolling' refers to:

    Answer: Exchanging concessions on issues that differ in priority between parties

    Logrolling involves trading concessions on low-priority issues for gains on high-priority ones, creating mutual value.

  3. A prospect has agreed verbally but hesitates to sign. The BEST closing approach is to:

    Answer: Use a summary close recapping all agreed benefits and hand them the pen

    A summary close reinforces the value already agreed upon and naturally transitions to the signature step.

  4. The 'nibble' tactic occurs when a buyer:

    Answer: Requests a small additional concession after the deal is nearly closed

    The nibble is a post-agreement tactic where one party asks for a small extra—like free shipping or an extended warranty—once the other party is emotionally committed to the deal.

  5. Which negotiation style is MOST appropriate when maintaining the long-term relationship is more important than winning this deal?

    Answer: Collaborative (win-win)

    Collaborative negotiation prioritizes mutual gain and relationship health, making it ideal when future business is at stake.

  6. A sales manager notices reps consistently drop price before the buyer even asks. The ROOT cause is most likely:

    Answer: Reps lack confidence in the product's value proposition

    Premature discounting usually signals that reps haven't internalized the value story and default to price to reduce friction.

  7. When a buyer invokes 'the higher authority' (e.g., 'I need to check with my CFO'), the best counter-tactic is to:

    Answer: Ask to schedule a joint meeting that includes the CFO

    Requesting a meeting with the actual decision-maker neutralizes the tactic and surfaces real objections earlier.