Question

A prospective member is considering an LA Fitness membership. In her discussion with the sales rep the prospective member asks "what can you do to sweeten the deal?" The sales rep may respond by saying "I can waive the $100 initiation fee if you sign up now." The sales rep has used a(n) ___________. a. Assumptive close b. Standing room only close c. Sharp angle close d. Final objection close.

Answer 1

The sales rep has used a(n) Sharp angle close .

Step-by-step explanation:

The Sharp Angle Closing Method is better used if the prospect will possibly buy the offer, although there is a rude opposition to it. They pose this opposition as a challenge like "can you deliver" or "there's a question" or so on.

They can answer this question with a sharp angle strategy in the hope to close the deal with yet another relevant question.

The deal is done and dusted if you get a positive reaction. If not, you know they are either not critical or there is another question if you get a negative reply. Here you have a second opportunity to clarify any other problems.