CSM Negotiation & Closing Techniques 5

Question 1

The 'columbo close' technique involves:

Accepted Answer

Returning with a casual 'just one more thing' question that reopens the buying conversation

Answer

Modeled after the TV detective, the Columbo close resurfaces just as the buyer thinks the conversation is over, uncovering hidden objections or reigniting interest.

Question 2

A rep consistently wins deals but at margins below target. The sales manager's FIRST corrective action should be to:

Accepted Answer

Review the rep's negotiation sequence and identify where discounts are granted

Answer

Understanding at what point in negotiation discounts occur reveals whether the issue is skills, process, or tools—and guides targeted coaching.

Question 3

The 'door-in-the-face' technique in sales means:

Accepted Answer

Making a large initial request that is refused, then following with the real, smaller request

Answer

By contrast effect, a reasonable request seems more acceptable after the buyer has already declined a bigger ask.

Question 4

In a negotiation, 'good cop / bad cop' is BEST countered by:

Accepted Answer

Naming the tactic openly and insisting on dealing with a single decision-maker

Answer

Calling out the tactic neutralizes it and resets the dynamic to a more straightforward negotiation.

Question 5

Which metric BEST measures negotiation effectiveness at the team level?

Accepted Answer

Average discount rate relative to list price

Answer

Average discount rate directly reflects how well reps defend price during negotiation; high discounts indicate negotiation skill gaps.

(CSM) Certified Sales Manager Practice Test

(CSM) Certified Sales Manager Practice Test

CSM Negotiation & Closing Techniques 5