Identify the traditional closing method based on self-perception theory in which the buyer begins to perceive himself or herself as being agreeable.
A) The standing-room-only close
B) The minor-point close
C) The emotional close
D) The continuous yes close
E) The benefit-in-reserve close

Question

Quizplus · Accepted Answer

The continuous yes close is based on self-perception theory, which involves getting the customer to agree to a series of small questions before asking for the final sale. This method causes the buyer to perceive themselves as being agreeable and more likely to say yes to the final request.

Identify the Traditional Closing Method Based on Self-Perception Theory in Which