Sales Closing Techniques 3

Question 1

What is the primary risk of closing too early in a sales conversation?

Accepted Answer

The prospect feels pressured and disengaged, increasing resistance

Answer

Closing before establishing sufficient trust and need creates pressure that damages rapport and causes the prospect to pull back.

Question 2

The 'Ben Franklin Close' involves:

Accepted Answer

Drawing a two-column pros and cons list with the prospect to justify the purchase

Answer

This close mirrors Franklin's reputed decision-making method — listing pros and cons — helping prospects logically talk themselves into the purchase.

Question 3

Which closing technique is most appropriate for a highly analytical prospect?

Accepted Answer

ROI / Cost-Benefit Close

Answer

Analytical buyers respond best to data-driven justification, so presenting a clear ROI calculation addresses their primary decision-making mode.

Question 4

A prospect responds positively to every feature but hesitates at contract signing. The most effective next step is to:

Accepted Answer

Ask a direct question to identify the remaining barrier to commitment

Answer

Hesitation at the final step usually indicates a specific unaddressed concern; a direct, empathetic question surfaces it so it can be resolved.

Question 5

The 'Columbo Close' gets its name from the TV detective and works by:

Accepted Answer

Adding a casual, disarming question after the prospect believes the conversation has ended

Answer

Just like Columbo's famous 'one more thing,' this close slips in a key closing question after the guard is down, often revealing the real decision driver.

Sales Practice Test

Sales Practice Test

Sales Closing Techniques 3