CSM Negotiation & Closing Techniques 3

Question 1

The 'Ben Franklin close' involves:

Accepted Answer

Drawing two columns listing pros and cons to help the buyer decide

Answer

The Ben Franklin close uses a pros/cons list, leveraging the buyer's own reasoning to tip the scale toward purchase.

Question 2

BATNA stands for:

Accepted Answer

Best Alternative To a Negotiated Agreement

Answer

BATNA is the most favorable course a party can take if negotiations fail; knowing yours strengthens your position.

Question 3

A prospect objects, 'Your price is too high.' The FIRST step in handling this is to:

Accepted Answer

Clarify what 'too high' means and compared to what

Answer

Price objections often mask other concerns; clarifying the comparison or threshold reveals the real issue before you concede anything.

Question 4

The 'sharp angle' close is best used when:

Accepted Answer

A buyer makes a conditional request you can fulfill, and you immediately ask for the order in return

Answer

The sharp angle close converts a buyer's conditional request ('Can you do X?') into a closing moment by agreeing and immediately asking for the sale.

Question 5

Which term describes the first number introduced in a negotiation that influences the entire discussion?

Accepted Answer

Anchor

Answer

Anchoring is the cognitive bias where the first number stated disproportionately influences all subsequent offers in a negotiation.

(CSM) Certified Sales Manager Practice Test