Jessica has been answering the buyer's questions throughout her sales presentation and receiving positive signals from the buyer.When she gets to the final close,Jessica should:
A) push harder to get commitment.
B) expect the final close to be a natural part of the ongoing dialogue.
C) offer to restate all the benefits of the product so that the prospect can take the issue into consideration.
D) anticipate objections and answer them in advance.
E) do or expect none of these.

Question

Quizplus · Accepted Answer

Since Jessica has been receiving positive signals from the buyer throughout the presentation, she should expect the final close to be a natural part of the ongoing dialogue. Pushing harder may come off as aggressive and potentially turn off the buyer. Restating the benefits may also be unnecessary if Jessica has already addressed the buyer's questions and concerns. Anticipating objections is always a good practice, but it is not the best choice in this scenario since there have been positive signals from the buyer.

Jessica Has Been Answering the Buyer's Questions Throughout Her Sales