In closing the sale, the salesperson is using the _____ close when he or she answers the one objection the prospect has to making a purchase during the closing process itself.
A) presumptive
B) straightforward
C) minor-decision
D) single obstacle

Question

Quizplus · Accepted Answer

The "single obstacle" close involves addressing and overcoming the one objection the prospect has, thereby removing the barrier to making the purchase.

In Closing the Sale, the Salesperson Is Using the _____