Sales Negotiation 3

Question 1

What is the primary purpose of making a conditional concession ('If you… then I…')?

Accepted Answer

To get something in return for every concession you make

Answer

Conditional concessions ensure reciprocity, preventing the other party from interpreting each concession as a new starting point.

Question 2

A buyer keeps saying 'I need to think about it' after every proposal. What is the best tactic?

Accepted Answer

Ask 'What specific concerns would we need to address for you to decide today?'

Answer

This question surfaces the real objection behind the stall and moves the conversation toward resolution.

Question 3

Which negotiation style focuses on building long-term relationships rather than short-term gains?

Accepted Answer

Collaborative (win-win)

Answer

Collaborative negotiation seeks mutually beneficial outcomes and preserves the relationship for future business.

Question 4

What does it mean to 'nibble' in a negotiation?

Accepted Answer

Ask for small additional concessions after the main deal is agreed

Answer

Nibbling involves requesting minor extras (free shipping, extended warranty) after the other party is emotionally committed to closing.

Question 5

A salesperson discovers the buyer's deadline is in two days. How should this information be used ethically?

Accepted Answer

Use the deadline to understand their priorities and tailor the value proposition

Answer

Understanding a buyer's deadline helps you align your proposal with their urgent priorities, making your solution more compelling.

Sales Practice Test