Which of the following is true regarding the summary-of-benefits close?
A) It is infrequently used by salespeople.
B) It aims at a specific prospect's personality.
C) It cannot be used easily as it involves a complex process.
D) The SELL sequence and FAB statements can be utilized.
E) It is not a straightforward method to close an industrial sale.

Question

Quizplus · Accepted Answer

The summary-of-benefits close involves summarizing the main benefits of the product or service to the prospect, often using the SELL sequence (Show feature, Explain advantage, Lead into benefit, Let customer talk) and FAB statements (Features, Advantages, Benefits), making it a straightforward and effective method for closing a sale.

Which of the Following Is True Regarding the Summary-Of-Benefits Close