SSC Negotiation and Closing 2 — Questions and Answers
Question 1: What is the 'assumptive close' technique?
- Assuming the deal is lost before it starts
- Proceeding as if the customer has already decided to buy, using language that moves toward implementation (Correct answer)
- Asking the customer to assume risk on the deal
- Offering a no-risk trial to close the deal
Correct answer: Proceeding as if the customer has already decided to buy, using language that moves toward implementation
The assumptive close moves the conversation forward by treating the decision as made, shifting focus to logistics and next steps.
Question 2: When should a salesperson use a 'trial close' during a negotiation?
- Only at the very end of the meeting
- Throughout the conversation to gauge the customer's level of agreement and readiness to proceed (Correct answer)
- Only after every objection is resolved
- Only when the customer asks for a discount
Correct answer: Throughout the conversation to gauge the customer's level of agreement and readiness to proceed
Trial closes help salespeople test buying signals and gauge commitment at multiple points, allowing them to adjust their approach in real time.
Question 3: What does 'trading concessions' mean in negotiation?
- Exchanging business cards with the customer
- Only making a concession if the buyer gives something of value in return (Correct answer)
- Offering concessions for free to build goodwill
- Reducing price without conditions
Correct answer: Only making a concession if the buyer gives something of value in return
Trading concessions ensures the negotiation remains balanced and prevents one-sided give-aways that erode profit margins.
Question 4: What is a 'stall' tactic and how should a salesperson respond?
- A stall is a positive signal that the customer is ready to buy
- A stall is when a customer delays commitment; the salesperson should uncover the real reason for the delay and address it (Correct answer)
- A stall means the deal is lost and the salesperson should move on
- A stall is when the salesperson delays sending a proposal
Correct answer: A stall is when a customer delays commitment; the salesperson should uncover the real reason for the delay and address it
Stalls often mask unresolved concerns — understanding and addressing the root cause is essential to moving the deal forward.
Question 5: What is the 'summary close' technique?
- Providing a written summary of the meeting for internal records
- Summarizing the agreed-upon benefits and value before asking for the final commitment (Correct answer)
- Sending a summary email after the deal is closed
- Reading back the entire contract to the customer
Correct answer: Summarizing the agreed-upon benefits and value before asking for the final commitment
The summary close reinforces the value the customer has agreed to receive, making the decision to proceed feel logical and justified.
Question 6: How should a salesperson handle a customer who introduces new demands late in the negotiation?
- Accept all new demands to close the deal quickly
- Acknowledge the new demand, assess its impact, and rebalance the overall deal rather than simply adding it (Correct answer)
- Walk away from the negotiation immediately
- Pretend not to have heard the demand
Correct answer: Acknowledge the new demand, assess its impact, and rebalance the overall deal rather than simply adding it
Late-stage demands are common — rebalancing the deal ensures fairness and protects margin while keeping the negotiation moving forward.
SSC Negotiation and Closing 2
What is the 'assumptive close' technique?