Selling Techniques – Steps To Closing (Module ?)

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Selling Techniques – Steps To Closing (Module ?) - Quiz

The title of this module is "Steps to Closing", and you may be expecting lots of tips on how to make the final leap from politely making a coffee to asking if the customer if they would like to make a purchase. It may surprise you then to see that the steps to closing include how to speak to the customer from the start.


Questions and Answers
  • 1. 

    What is an “OPEN” question?  Please mark one correct answer

    • A.

      A question delivered with an ”open” body language

    • B.

      A question that tends to be answered “yes”

    • C.

      A question that tends to be answered “no”

    • D.

      A question that needs more than a one word answer

    Correct Answer
    D. A question that needs more than a one word answer
    Explanation
    An "OPEN" question is a question that needs more than a one-word answer. This type of question encourages the respondent to provide a detailed and thoughtful response, rather than a simple "yes" or "no" answer. Open-ended questions promote conversation, exploration, and the sharing of ideas and information. They allow for a deeper understanding of a topic and encourage the respondent to express their thoughts and opinions.

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  • 2. 

    According to the module why is building rapport with a customer so important?  Please mark one correct answer

    • A.

      It develops trust with the customer which is the key to selling

    • B.

      Because we are there to help and advise on all kinds of products

    • C.

      It keeps the customer at a professional distance which is always best

    • D.

      It is important to talk longer to show off your knowledge

    Correct Answer
    A. It develops trust with the customer which is the key to selling
    Explanation
    Building rapport with a customer is important because it develops trust, which is crucial in the sales process. When a customer trusts a salesperson, they are more likely to be open to their recommendations and suggestions. Trust also helps in building long-term relationships with customers, leading to repeat business and referrals. By establishing rapport, salespeople can create a comfortable and positive environment for the customer, making them more likely to make a purchase.

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  • 3. 

    What is the best way to keep the conversation with the customer moving along.  Please mark one correct answer

    • A.

      Just start making coffee whether they ask for one or not

    • B.

      Use a “transitional” statement to keep the flow going

    • C.

      Keep asking “open” questions until the customer asks for a coffee

    • D.

      Go through the trilogy in a set order until all the information has been delivered

    Correct Answer
    B. Use a “transitional” statement to keep the flow going
    Explanation
    The best way to keep the conversation with the customer moving along is to use a "transitional" statement to keep the flow going. This means using phrases or statements that smoothly transition from one topic or question to another, ensuring a continuous and engaging conversation. By using transitional statements, the conversation remains dynamic and avoids any awkward pauses or stagnant moments.

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  • 4. 

    What is the key thing about any “feature” of Nespresso that you talk about to a customer?  Please mark all correct answers

    • A.

      That the feature matches the “need” of the customer

    • B.

      That every feature of the trilogy are covered

    • C.

      That the feature has an individual “benefit” to the customer

    • D.

      Talking about all the features is crucial to show that you are an “expert” on Nespresso

    Correct Answer(s)
    A. That the feature matches the “need” of the customer
    C. That the feature has an individual “benefit” to the customer
    Explanation
    The key thing about any "feature" of Nespresso that you talk about to a customer is that the feature matches the "need" of the customer and that the feature has an individual "benefit" to the customer.

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  • 5. 

    What THREE things do you demonstrate by “stating” a particular benefit  to a customer.  Please mark the three correct answers

    • A.

      That you are a great communicator

    • B.

      That your knowledge levels are high

    • C.

      That you have indicated you have listened

    • D.

      That you are professional in your presentation

    • E.

      That Nespresso does what the customer needs it to do

    • F.

      That Nespresso is product aimed just at them

    Correct Answer(s)
    C. That you have indicated you have listened
    E. That Nespresso does what the customer needs it to do
    F. That Nespresso is product aimed just at them
    Explanation
    By "stating" a particular benefit to a customer, you demonstrate that you have indicated you have listened, that Nespresso does what the customer needs it to do, and that Nespresso is a product aimed just at them.

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  • 6. 

    How many features does it “generally” take to convince someone to buy?  Please mark one correct answer

    • A.

      2 or 3

    • B.

      1 or 2

    • C.

      5 or 6

    • D.

      More than 7

    Correct Answer
    A. 2 or 3
    Explanation
    The correct answer is 2 or 3. When trying to convince someone to buy something, it generally takes presenting them with 2 or 3 key features that highlight the benefits and value of the product or service. This approach allows for a focused and concise presentation of the most compelling aspects, making it more likely to persuade the individual to make a purchase.

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  • 7. 

    According to the module what kind of “proposition” helps you close a sale?  Please mark one correct answer

    • A.

      An accepted proposition

    • B.

      A considered proposition

    • C.

      An assumptive proposition

    • D.

      An alternative proposition

    Correct Answer
    C. An assumptive proposition
    Explanation
    An assumptive proposition helps you close a sale because it assumes that the customer has already made the decision to purchase the product or service. By presenting the proposition in a way that assumes the sale, it creates a sense of urgency and encourages the customer to take action. This approach is effective because it nudges the customer towards making a decision rather than leaving them with the option to consider alternatives or delay the purchase.

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  • Current Version
  • Mar 20, 2023
    Quiz Edited by
    ProProfs Editorial Team
  • Dec 19, 2012
    Quiz Created by
    Laura Leonard
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