Which of the following statements is the most accurate?
A) Closing is the final and most important step in the selling process.
B) Once a sales presentation is completed, the salesperson should attempt to close as quickly as possible before the customer expresses any doubts and concerns.
C) Closing may involve getting the customer to agree to a trial close.
D) If the sales person has done a good job of qualifying prospects and has developed a strong presentation, then closing is the easiest step in the selling process.

Question

Quizplus · Accepted Answer

Closing is not necessarily the most important step in the selling process, as building rapport, qualifying leads, and delivering a compelling presentation are also crucial. It is not always best to rush to close before the customer can express doubts or concerns, as this can come across as pushy and damage the relationship. Additionally, closing is not always easy, even if the salesperson has done a good job up to that point. The statement that seems most accurate is option C, which acknowledges that closing may involve a trial close, or an attempt to gauge the customer's interest and readiness to buy before committing to a full sale.

Which of the Following Statements Is the Most Accurate