Kathy is getting ready to close her sales call. She is not sure the prospect is quite ready so she goes over the benefits of the product and how it meets the customer's needs prior to asking for the order. This is an example of the ________ close.
A) continuous "yes"
B) trial method
C) summarization
D) assumptive

Question

Quizplus · Accepted Answer

This is an example of the summarization close, where the salesperson summarizes the benefits and needs of the customer before asking for the sale. It is often used when the salesperson is unsure if the customer is ready to buy, and can help to clarify any remaining concerns or objections before closing the sale. The continuous "yes" close involves getting the customer to agree to smaller commitments throughout the sales process, while the trial close involves asking for a commitment or opinion on the product or service. The assumptive close assumes that the customer is ready to buy and simply asks for the order without further discussion.

Kathy Is Getting Ready to Close Her Sales Call