CSM Negotiation & Closing Techniques 2

Question 1

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

Accepted Answer

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

Answer

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

Question 2

In negotiations, 'logrolling' refers to:

Accepted Answer

Exchanging concessions on issues that differ in priority between parties

Answer

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

Question 3

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

Accepted Answer

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

Answer

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

Question 4

The 'nibble' tactic occurs when a buyer:

Accepted Answer

Requests a small additional concession after the deal is nearly closed

Answer

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.

Question 5

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

Accepted Answer

Collaborative (win-win)

Answer

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

(CSM) Certified Sales Manager Practice Test

(CSM) Certified Sales Manager Practice Test

CSM Negotiation & Closing Techniques 2