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Test Benjamin franklin's method of closure
Agenda
QUESTION 1: WHAT IS THE MAIN OBJECTIVE OF BENJAMIN FRANKLIN'S CLOSURE METHOD?
Manipulate the customer to buy a product
Evaluate the positive and negative aspects of a decision
Force the customer to make a purchase decision
Convince the customer that the salesperson is wise
QUESTION 2: HOW IS THE BALANCE SHEET USED IN THE BENJAMIN FRANKLIN CLOSING METHOD?
To list the prospect's needs and questions
To persuade the customer to close the sale
To list the benefits of the product in a column
To identify and address customer objections
QUESTION 3: WHAT IS A MODERN WAY TO APPLY BENJAMIN FRANKLIN'S CLOSURE METHOD?
Convince the customer of the salesperson's skills
Prepare a balance sheet with pros and cons
Pressure the customer to make a quick decision
Provide effective responses without prior preparation
QUESTION 4: WHAT CAN BE LISTED IN THE "PROS" COLUMN OF THE BALANCE SHEET?
The prospect's needs and questions
Possible objections and effective responses
Negative aspects of the product or service
Information about benjamin franklin and his legacy
QUESTION 5: WHAT IS THE PURPOSE OF LISTING THE POSITIVE ASPECTS FIRST AND THEN THE NEGATIVE ASPECTS ON THE BALANCE SHEET?
Manipulate the customer to make a favorable decision
Persuade the customer by mentioning benjamin franklin
Generate a reflection process in the client
Limit customer objections to minor issues
QUESTION 6: WHAT IS THE PURPOSE OF ASKING THE CUSTOMER TO COMPLETE THE CONS BY HIMSELF ON THE BALANCE SHEET?
Forcing the customer to express their concerns
Manipulate the customer to buy the product
Identify the benefits of the product or service
Give the customer freedom to express real objections
QUESTION 7: WHAT IS THE BENJAMIN FRANKLIN CLOSING METHOD'S APPROACH TO CUSTOMER OBJECTIONS?
Ignore objections and continue to pressure the customer
Manipulate the customer to change his or her opinion
Understand objections and offer appropriate solutions
None of the above
QUESTION 8: WHAT IS THE ATTITUDE SOUGHT WHEN USING THE BENJAMIN FRANKLIN CLOSURE METHOD?
Understand the customer's needs and satisfy them
Manipulate the customer to make a decision
Pressure the customer to buy the product
Convince the customer that the salesperson is wise
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INCORRECT QUESTIONS
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