Fundamentals of Selling 13th Edition by Charles Futrell

Exercise 14

Buying signals have numerous forms. When you receive a buying signal, stop the presentation and move in to close the sale. For each of the following seven situations, choose the appropriate response to your prospect's buying signal that leads most directly to a close.
A) "Can I get it in blue " Your best answer is:
(1) Yes.
(2) Do you want it in blue
(3) It comes in three colors, including blue.
B) "What's your price " Your best answer is:
(1) In what quantity
(2) To quote a specific price.
(3) In which grade
C) "What kind of terms do you offer " Your best answer is:
(1) To provide specific terms.
(2) Terms would have to be arranged.
(3) What kind of terms do you want
D) "How big an order do I have to place to get your best price " Your best answer is:
(1) A schedule of quantity prices.
(2) A specific-size order.
(3) What size order do you want to place
E) "When will you have a new model " Your best answer is:
(1) A specific date.
(2) Do you want our newest model
(3) This is our newest model.
F) "What is the smallest trial order I can place with you " Your best answer is:
(1) A specific quantity.
(2) How small an order do you want
(3) A variety of order sizes.
G) "When can you deliver " Your best answer is:
(1) That depends on the size of your order. What order size do you have in mind
(2) A specific delivery date.
(3) When do you want delivery