Practice Test Geeks(CSM) Certified Sales Manager Practice Test
← All CSM Flashcard Decks

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 rep successfully closes 90% of demos but rarely gets demos scheduled. The sales manager should focus coaching on:

    Answer: Prospecting and discovery call techniques

    The bottleneck is getting to the demo stage; fixing earlier funnel stages will produce more closed deals than improving an already strong close rate.

  2. The 'puppy dog close' strategy involves:

    Answer: Letting the prospect use the product for free temporarily, betting they won't want to return it

    Like letting someone take a puppy home for the weekend, the puppy dog close relies on trial usage creating attachment that makes giving it back feel like a loss.

  3. When should a sales rep make the FIRST concession in a negotiation?

    Answer: Only after the buyer has made at least one concession or provided new information

    Unilateral early concessions signal weakness and set a precedent for further demands; reciprocity should guide when concessions are offered.

  4. A buyer uses silence after the rep quotes price. The BEST response is to:

    Answer: Remain silent and let the buyer respond first

    Whoever speaks first after a price is stated often makes a concession; disciplined silence preserves the seller's position.

  5. Which closing technique is MOST appropriate for a highly analytical, data-driven buyer?

    Answer: ROI close — presenting a detailed financial return analysis

    Analytical buyers respond to quantified proof; an ROI close aligns with how they evaluate decisions and reduces their need to seek outside validation.

  6. The term 'dead cat bounce' in sales negotiations refers to:

    Answer: A buyer who re-engages after going silent, only to stall again quickly

    A dead cat bounce describes a prospect who resurfaces with energy but quickly loses momentum again, often leading to another stall cycle.

  7. A sales manager reviewing lost deals finds most were lost at the proposal stage without negotiation occurring. This indicates:

    Answer: Proposals are not aligned with buyer priorities identified in discovery

    If buyers don't engage with the proposal, the issue is relevance and fit—discovery wasn't deep enough to build a compelling, personalized proposal.