Sales Closing Techniques 2

Question 1

Which closing technique involves offering the prospect a choice between two options, both of which result in a sale?

Accepted Answer

Alternative Choice Close

Answer

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:

Accepted Answer

Ask 'What specifically would you like to think about?' to uncover the real objection

Answer

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:

Accepted Answer

Letting the prospect use the product before committing to buy

Answer

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:

Accepted Answer

Recap the key benefits the prospect agreed to and then ask for the sale

Answer

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:

Accepted Answer

There is a genuine, time-limited incentive the prospect would lose by waiting

Answer

This close leverages real scarcity or expiring offers; it loses credibility and trust if the urgency is fabricated.

Sales Practice Test

Sales Practice Test

Sales Closing Techniques 2