Sales Closing Techniques 5

Question 1

In the 'Impending Event Close,' a salesperson references an external event to create urgency. Which example is most ethical?

Accepted Answer

'Prices are going up next quarter due to a supplier cost increase — locking in now protects your budget'

Answer

Citing a real, verifiable external event like a price increase creates legitimate urgency without manipulating or deceiving the prospect.

Question 2

Why is silence a powerful tool immediately after delivering a close?

Accepted Answer

It creates pressure on the prospect to fill the void and respond, often revealing their true position

Answer

After asking a closing question, staying silent prevents the salesperson from talking past the close and forces the prospect to engage with the decision.

Question 3

A salesperson presents three packages — Basic, Standard, and Premium — intentionally designing the middle option to be the most attractive. This is an application of:

Accepted Answer

The Decoy Effect (Compromise Effect)

Answer

The Decoy (or Compromise) Effect leads buyers to choose the middle option when it is positioned as the best value relative to the extremes.

Question 4

Which behavior signals that a prospect is ready to close, even if they haven't verbally said so?

Accepted Answer

They start asking specific implementation questions like 'How long does onboarding take?'

Answer

Future-oriented, operational questions indicate the prospect has mentally accepted the product and is planning for ownership — a strong buying signal.

Question 5

The 'Takeaway Close' involves:

Accepted Answer

Suggesting the product may not be right for the prospect to trigger their desire to have it

Answer

By indicating doubt that the prospect qualifies or that the product is the right fit, the Takeaway Close activates reactance — the prospect's desire to prove they can and should have it.

Sales Practice Test

Sales Practice Test

Sales Closing Techniques 5