Sales Closing Techniques 2 — Questions and Answers
Question 1: Which closing technique involves offering the prospect a choice between two options, both of which result in a sale?
- Urgency Close
- Assumptive Close
- Alternative Choice Close (Correct answer)
- Summary Close
Correct answer: Alternative Choice Close
The Alternative Choice Close gives prospects two options (e.g., 'Would you prefer delivery on Monday or Wednesday?'), both of which move the sale forward.
Question 2: A prospect says, 'I need to think about it.' The best response using the Objection Close is to:
- Say 'Take all the time you need' and follow up next week
- Ask 'What specifically would you like to think about?' to uncover the real objection (Correct answer)
- Offer a discount to speed up their decision
- Tell them the offer expires today
Correct answer: Ask 'What specifically would you like to think about?' to uncover the real objection
The Objection Close treats the stall as a hidden objection and asks a clarifying question to surface and address the real concern.
Question 3: The 'Puppy Dog Close' works by:
- Applying emotional pressure through storytelling
- Letting the prospect use the product before committing to buy (Correct answer)
- Offering a free gift with purchase
- Using a cute mascot in marketing materials
Correct answer: Letting the prospect use the product before committing to buy
Like letting someone take a puppy home for the weekend, this close gives prospects a trial or demo so they become attached before making the final decision.
Question 4: When using the 'Summary Close,' a salesperson should:
- List every product feature in detail before asking for the order
- Recap the key benefits the prospect agreed to and then ask for the sale (Correct answer)
- Summarize competitor weaknesses before presenting their offer
- Provide a written proposal and wait for a response
Correct answer: Recap the key benefits the prospect agreed to and then ask for the sale
The Summary Close restates agreed-upon benefits to reinforce value and build momentum toward a natural 'yes.'
Question 5: The 'Now or Never Close' is most effective when:
- The salesperson is running behind quota
- There is a genuine, time-limited incentive the prospect would lose by waiting (Correct answer)
- The prospect has already said no twice
- The salesperson wants to end the call quickly
Correct answer: There is a genuine, time-limited incentive the prospect would lose by waiting
This close leverages real scarcity or expiring offers; it loses credibility and trust if the urgency is fabricated.
Question 6: A salesperson says, 'Based on what you've told me, the 50-unit package makes the most sense for your team.' This is an example of:
- The Sharp Angle Close
- The Assumptive Close (Correct answer)
- The Soft Close
- The Question Close
Correct answer: The Assumptive Close
The Assumptive Close moves forward as if the sale is already made, based on signals the prospect has given during the conversation.
Question 7: Which scenario best demonstrates the 'Sharp Angle Close'?
- A rep discounts the price without being asked
- A prospect asks for free shipping and the rep says 'If I can do that, can we sign today?' (Correct answer)
- A rep sends a proposal without speaking to the prospect
- A rep asks the prospect to refer a friend in exchange for a deal
Correct answer: A prospect asks for free shipping and the rep says 'If I can do that, can we sign today?'
The Sharp Angle Close turns a prospect's request for a concession into a conditional commitment, securing the sale in exchange for the favor.
Sales Closing Techniques 2
Which closing technique involves offering the prospect a choice between two options, both of which result in a sale?