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
The 'columbo close' technique involves:
Answer: Returning with a casual 'just one more thing' question that reopens the buying conversation
Modeled after the TV detective, the Columbo close resurfaces just as the buyer thinks the conversation is over, uncovering hidden objections or reigniting interest.
A rep consistently wins deals but at margins below target. The sales manager's FIRST corrective action should be to:
Answer: Review the rep's negotiation sequence and identify where discounts are granted
Understanding at what point in negotiation discounts occur reveals whether the issue is skills, process, or tools—and guides targeted coaching.
The 'door-in-the-face' technique in sales means:
Answer: Making a large initial request that is refused, then following with the real, smaller request
By contrast effect, a reasonable request seems more acceptable after the buyer has already declined a bigger ask.
In a negotiation, 'good cop / bad cop' is BEST countered by:
Answer: Naming the tactic openly and insisting on dealing with a single decision-maker
Calling out the tactic neutralizes it and resets the dynamic to a more straightforward negotiation.
Which metric BEST measures negotiation effectiveness at the team level?
Answer: Average discount rate relative to list price
Average discount rate directly reflects how well reps defend price during negotiation; high discounts indicate negotiation skill gaps.
The 'trial close' is MOST useful for:
Answer: Testing the prospect's readiness to buy before asking for the final commitment
A trial close gauges buyer sentiment—e.g., 'Does this look like it would solve your problem?'—without triggering the psychological resistance of a hard close.
When a competitor drops price significantly mid-deal, a CSM's BEST response is to:
Answer: Reframe total cost of ownership and highlight switching costs and risk of the cheaper option
Competing on price alone is a race to the bottom; reframing TCO, support quality, and transition risk defends value without sacrificing margin.