SSC Negotiation and Closing Skills

Question 1

What is the primary goal of negotiation in a sales context?

Accepted Answer

To reach a mutually beneficial agreement that satisfies both the buyer's needs and the seller's business objectives

Answer

Effective sales negotiation seeks a win-win outcome that preserves the long-term relationship while achieving business goals.

Question 2

What does BATNA stand for in negotiation?

Accepted Answer

Best Alternative To a Negotiated Agreement

Answer

BATNA is your best course of action if the current negotiation fails — knowing it gives you confidence and a walk-away point.

Question 3

When a buyer says 'your price is too high,' the best response is to:

Accepted Answer

Ask questions to understand what value they expected and reframe the value proposition

Answer

Price objections often mask value perception gaps; probing questions help uncover what the buyer needs before conceding on price.

Question 4

Which closing technique involves summarizing agreed-upon benefits before asking for the order?

Accepted Answer

The summary close

Answer

The summary close recaps the key value points the buyer agreed with, reinforcing the decision before asking for commitment.

Question 5

What is 'anchoring' in sales negotiation?

Accepted Answer

Setting the first number in a negotiation to influence the range of discussion

Answer

Anchoring sets a reference point — typically a high initial price — that shapes the buyer's perception of what is reasonable.

SSC - Selling Skills Certification Practice Test