What kinds of statements by the prospect must always be closed?
1. Don't know. 2. Objections. 3. Buying statements 4. Both of the above.

Name the primary thing or things that must be done before closing?
1. Don't know. 2. You have made a complete presentation. 3. Have the prospect's needs and all critical questions and objections handled. 4. Have the best price offer you can make already figured out.

When answering a critical objection to your closing question, what is key about your presentation of the answer?
1. Don't know. 2. That you have a great answer. 3. That you show lots of benefits in your answer. 4. That its delivered with equal or more enthusiasm than your preceding presentation. 5. That the answer is very detailed and complete.

If the sale cannot be closed on the current call, what must be done?
1. Don't know. 2. You must close a clear next step. 3. You should make sure the customer will call you when they decide. 4. You should try to close a smaller sale instead. 5. You should tell the prospect how much he or she will lose by waiting.

What is the proper attitude from which to close (What should your attitude be)?
1. Don't know. 2. You should be in a good mood. 3. You should be very serious. 4. You should be assumptive in your proposition. 5. You should be very soft and cooperative.

After asking the closing question what must you do?
1. Don't know. 2. You must shut up until the prospect answers. 3. Make sure the prospect doesn't have any questions. 4. Show the prospect the real value in your proposal. 5. Make sure you convince them to buy.

Why is the above absolutely true?
1. Don't know. 2. It is just polite to let someone answer the question you asked. 3. Anything said at this point would be a waste of time. 4. Anything you say removes the question from the table. 5. Because the prospect won't believe you if you interrupt.

Why is an alternate choice close powerful?
1. Don't know. 2. Giving two positives makes a negative answer more difficult. 3. You should always give the prospect as many options as possible. 4. The more choices you give, the better your chances of winning.

Why would you use a minor decision close?
1. Don't know. 2. To make sure there is agreement on minor issues. 3. It is psychologically less intimidating. 4. Minor decisions are easier to close.

What is the purpose of a trial close?
1. Don't know. 2. To see if you can get an order. 3. To prepare the prospect for tougher closes later. 4. To find out where the prospect stands.