Good in a Room ch28-31

Good in a Room

ch28-31

Multiple Choice

This moment of making a decision is the point at which the buyer is feeling the most risk. Therefore, the golden rule of closing is:

• Closing must remove all risk

• Closing must preserve rapport

• Closing must pinpoint a specific risk

• Closing must risk losing rapport

Multiple Choice

The best way to close the deal and preserve rapport is to be straightforward and direct:

• ask an open question

• ask for a lil' ol' smooch

• ask for what they need

• ask for what you want

Multiple Select

How to Ask

When you use the direct close, follow these rules:

(mark all that apply)

• ask for one thing only

• state your request simply and directly

• maintain a warm, conversational tone

• make it as easy as possible for the buyer to complete the transaction

Multiple Select

Which of the following belong to "The Final Three Traps?"

(mark all that apply)

• closing over and over

• closing without confidence

• showing disappointment

• fumbling the handshake

Multiple Choice

"The smile and nod," "the multiple time check," & "loss of attention" all fall under which part of How to Get Out of the Room?

• echo the cue

• a little more rapport

• when you get the signal, wrap it up

• sweeten the last step

Multiple Choice

Before you Collect Your Thoughts or Reward Yourself there is an important thing to remember. "At the time you walk out the door..."

• the meeting is not over

• immediately call someone from your inner circle to share the meeting results

• write down all your feelings before leaving the building

• you are really re-staring the rapport building phase

Multiple Choice

Chapter 31, Before Your Go Into the Next Room has some great ideas. At one point it says, "Though it can be annoying, you should welcome it when a buyer changes his mind." What heading idea does the book put this under?

• assume that something has changed

• risk helps buyers clarify their objectives

• get a recap

• my boss announced that he was getting a divorce

Give thanks. If possible, with pie.