SSC Negotiation and Closing 2

Question 1

What is the 'assumptive close' technique?

Accepted Answer

Proceeding as if the customer has already decided to buy, using language that moves toward implementation

Answer

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?

Accepted Answer

Throughout the conversation to gauge the customer's level of agreement and readiness to proceed

Answer

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?

Accepted Answer

Only making a concession if the buyer gives something of value in return

Answer

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?

Accepted Answer

A stall is when a customer delays commitment; the salesperson should uncover the real reason for the delay and address it

Answer

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?

Accepted Answer

Summarizing the agreed-upon benefits and value before asking for the final commitment

Answer

The summary close reinforces the value the customer has agreed to receive, making the decision to proceed feel logical and justified.

SSC - Selling Skills Certification Practice Test