When the salesperson helps her prospect make a two-column list with reasons in favor of buying on one side and reasons against buying on the other,she is using the _____ close.
A) summary-of-benefits
B) alternative-choice
C) minor-points
D) assumptive
E) T-account

Question

Quizplus · Accepted Answer

The salesperson is using the T-account close. This is the process a customer uses in making a buying decision, weighing the cons against the pros.

When the Salesperson Helps Her Prospect Make a Two-Column List