SSC Negotiation and Closing Skills 1 — Questions and Answers
Question 1: What is the primary goal of negotiation in a sales context?
- To win every concession from the buyer
- To reach a mutually beneficial agreement that satisfies both the buyer's needs and the seller's business objectives (Correct answer)
- To delay closing as long as possible
- To intimidate the buyer into accepting your price
Correct answer: To reach a mutually beneficial agreement that satisfies both the buyer's needs and the seller's business objectives
Effective sales negotiation seeks a win-win outcome that preserves the long-term relationship while achieving business goals.
Question 2: What does BATNA stand for in negotiation?
- Best Alternative To a Negotiated Agreement (Correct answer)
- Buyer's Actual Terms and Net Allowance
- Base Amount Tied to Net Assets
- Basic Agreement Terms and Negotiated Additions
Correct answer: Best Alternative To a Negotiated Agreement
BATNA is your best course of action if the current negotiation fails — knowing it gives you confidence and a walk-away point.
Question 3: When a buyer says 'your price is too high,' the best response is to:
- Immediately offer a discount
- Ask questions to understand what value they expected and reframe the value proposition (Correct answer)
- End the negotiation
- Agree and offer the lowest possible price
Correct answer: Ask questions to understand what value they expected and reframe the value proposition
Price objections often mask value perception gaps; probing questions help uncover what the buyer needs before conceding on price.
Question 4: Which closing technique involves summarizing agreed-upon benefits before asking for the order?
- The assumptive close
- The summary close (Correct answer)
- The urgency close
- The alternative close
Correct answer: The summary close
The summary close recaps the key value points the buyer agreed with, reinforcing the decision before asking for commitment.
Question 5: What is 'anchoring' in sales negotiation?
- Locking in a contract before pricing is discussed
- Setting the first number in a negotiation to influence the range of discussion (Correct answer)
- Refusing to move from your initial position
- Agreeing to the buyer's first offer
Correct answer: Setting the first number in a negotiation to influence the range of discussion
Anchoring sets a reference point — typically a high initial price — that shapes the buyer's perception of what is reasonable.
Question 6: An 'assumptive close' is best described as:
- Assuming the buyer will never purchase
- Proceeding with language that assumes the buyer has already decided to buy (Correct answer)
- Asking the buyer to make a decision by a hard deadline
- Offering two product options and letting the buyer choose
Correct answer: Proceeding with language that assumes the buyer has already decided to buy
The assumptive close uses confident language (e.g., 'When would you like delivery?') that treats the purchase as a foregone conclusion.
SSC Negotiation and Closing Skills 1
What is the primary goal of negotiation in a sales context?