SSC Negotiation and Closing Skills 3

Question 1

What is the 'urgency close' and when should it be used ethically?

Accepted Answer

Highlighting a genuine, time-sensitive reason (e.g., pricing expiration or limited inventory) for the buyer to act now

Answer

Pressuring the buyer with false deadlines to force a decision

Answer

Refusing to honor past commitments unless the deal closes today

Answer

Calling the buyer every hour until they agree

Question 2

What is 'value-based selling' in the context of negotiation?

Accepted Answer

Demonstrating ROI and business impact so the buyer focuses on value rather than price

Answer

Selling at the lowest possible price

Answer

Adding more product features to justify a higher price

Answer

Offering value-add gifts to decision-makers

Question 3

What does it mean to 'protect your margin' during negotiation?

Accepted Answer

Use non-price concessions (e.g., payment terms, scope adjustments) to satisfy the buyer without reducing profitability

Answer

Refuse any discount under any circumstances

Answer

Add hidden fees to recover lost revenue

Answer

Increase the original price to create room for discounts

Question 4

In a multi-stakeholder deal, why is it important to identify the economic buyer?

Accepted Answer

They have final authority over budget and purchasing decisions, making them essential to closing

Answer

They are always the easiest person to convince

Answer

They provide technical specifications for the purchase

Answer

They are responsible for implementation after the deal closes

Question 5

What is a 'mutual action plan' (MAP) in the closing process?

Accepted Answer

A shared timeline of steps both the seller and buyer commit to in order to finalize the deal

Answer

A discount schedule agreed upon by both parties

Answer

A marketing plan co-created with the buyer

Answer

A plan to handle post-sale disputes

Question 6

If a deal stalls after a strong presentation, the best approach is to:

Accepted Answer

Schedule a direct conversation to uncover hidden objections or internal obstacles

Answer

Wait indefinitely for the buyer to re-engage

Answer

Reduce the price significantly to restart momentum

Answer

Send the same proposal again with no changes