SSC Negotiation and Closing Skills 2

Question 1

Which negotiation strategy focuses on expanding the total value of a deal rather than dividing a fixed pie?

Accepted Answer

Integrative negotiation

Answer

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?

Accepted Answer

Strategically, only after receiving something in return or after exhausting other value-based responses

Answer

Unilateral concessions signal weakness; conditional concessions (if/then trades) maintain perceived value and encourage reciprocity.

Question 3

What is the 'alternative close' technique?

Accepted Answer

Giving the buyer two options, both of which result in a purchase

Answer

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?

Accepted Answer

The speed at which a deal moves through the sales pipeline from first contact to close

Answer

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?

Accepted Answer

A small concession that a buyer requests after the main deal is agreed upon

Answer

The nibble is a last-minute add-on request (e.g., 'Can you throw in free shipping?') made after the buyer has already committed.

SSC - Selling Skills Certification Practice Test