Asking the prospect to provide a clarification as to when an order will be placed, as opposed to if an order will be placed refers to a counterbalance close.
Correct Answer:
Verified
Q119: Telling a story about a customer with
Q120: Eliciting the prospect's agreement to buy if
Q121: Offsetting an undeniable objection by balancing it
Q122: Turning an objection around so that it
Q123: If a prospect does not have a
Q125: The stimulus-response close asks the prospect to
Q126: The probability close gets the prospect to
Q127: The stimulus-response close uses a sequence of
Q128: The minor points close secures favorable decisions
Q129: The suggestion close suggests that the opportunity
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