Master Certification – How to Overcome ANY Objection – Lesson 16

True or False:

After making a closing statement or asking a closing question, you must back it up with justification.

Select the right answer:

This close presents the customer with two (or more) choices that all agree to the sale.

True or False:

After making a closing statement or asking a closing question, you must SHUT UP, the next person to speak loses.

Select the right answer:

This close is when you offer the customer guidance to complete the sale that is tied to a benefit for them.

Fill in the blank:

The goal of the __________ is to ask a question or to make a statement that the customer answers “yes” to that confirms the sale.

Select the right answer:

This close ties asking for the close to a time sensitive or scarcity of product offer.

True or False:

The first rule in closing is: You can’t G-E-T if you don’t A-S-K.

Fill in the blanks:

The first rule in closing is: You can’t __________ if you don’t __________.

True or False:

If you must, be pushy and use high pressure tactics to close.

Select all that apply:

Which of the following are Closing techniques:

Match the Closing technique to the example:

Fill in the right answer:

“What time did you want to take delivery of the vehicle?” is what type of Closing technique?

Fill in the right answer:

“Did you want to take delivery of your new vehicle this afternoon or this evening?” is what type of Closing technique?

Fill in the right answer:

“Based on everything we have discussed, I would suggest that you take delivery immediately, so you can start enjoying your new vehicle. Does this work for you?” is what type of Closing technique?

Fill in the right answer:

“Due to the limited time offer on the special financing, I believe now is the best time for you to take delivery, wouldn’t you agree?” is what type of Closing technique?

True or False:

You can still make a deal without the Close.

True or False:

Closing a customer is the most important part of the sale. Without it, you really have nothing.

Select the right answer:

The Close is the __________ step in the Highway to Overcoming ANY Objection.

Match the Closing technique to the definition:

True or False:

The goal of the Close is to ask a question or to make a statement that the customer answers “yes” to that confirms the sale.

Select the right answer:

This close is when you believe the customer is going to purchase so you act as if they have already said “yes.”