SSC Negotiation and Closing Skills 2 — Questions and Answers
Question 1: Which negotiation strategy focuses on expanding the total value of a deal rather than dividing a fixed pie?
- Distributive bargaining
- Integrative negotiation (Correct answer)
- Positional bargaining
- Competitive negotiation
Correct answer: Integrative negotiation
Integrative negotiation seeks creative solutions that increase total value for both parties, such as bundling services or adjusting payment terms.
Question 2: When should a salesperson offer a concession during negotiation?
- At the very beginning to show goodwill
- Strategically, only after receiving something in return or after exhausting other value-based responses (Correct answer)
- Whenever the buyer asks, without conditions
- Only after the deal is signed
Correct answer: Strategically, only after receiving something in return or after exhausting other value-based responses
Unilateral concessions signal weakness; conditional concessions (if/then trades) maintain perceived value and encourage reciprocity.
Question 3: What is the 'alternative close' technique?
- Offering the buyer a money-back guarantee
- Giving the buyer two options, both of which result in a purchase (Correct answer)
- Walking away from the deal if the buyer hesitates
- Offering an alternative product at a lower price
Correct answer: Giving the buyer two options, both of which result in a purchase
The alternative close (e.g., 'Would you prefer the monthly or annual plan?') channels the buyer's decision-making toward commitment.
Question 4: What does 'deal velocity' refer to in closing?
- How fast the delivery is completed after signing
- The speed at which a deal moves through the sales pipeline from first contact to close (Correct answer)
- The number of deals closed per month
- How quickly the invoice is paid
Correct answer: The speed at which a deal moves through the sales pipeline from first contact to close
Deal velocity measures pipeline efficiency — slower velocity indicates friction points that the salesperson should identify and remove.
Question 5: What is 'the nibble' in negotiation?
- A small concession that a buyer requests after the main deal is agreed upon (Correct answer)
- A very small trial order
- A technique to reduce price incrementally
- An initial low-ball offer
Correct answer: A small concession that a buyer requests after the main deal is agreed upon
The nibble is a last-minute add-on request (e.g., 'Can you throw in free shipping?') made after the buyer has already committed.
Question 6: Which of the following signals that a buyer is ready to close?
- The buyer asks many detailed objections
- The buyer asks about delivery timelines, payment terms, or implementation steps (Correct answer)
- The buyer requests a competitor's pricing
- The buyer stops responding to emails
Correct answer: The buyer asks about delivery timelines, payment terms, or implementation steps
Questions about logistics and next steps indicate the buyer is mentally preparing for ownership, which are strong buying signals.
SSC Negotiation and Closing Skills 2
Which negotiation strategy focuses on expanding the total value of a deal rather than dividing a fixed pie?