43. Offsetting an undeniable objection by balancing it with an important buying benefit represents a a. future order close b. if/when close c. counterbalance close d. boomerang close 44. Turning an objection around so that it becomes a reason for buying is known as a a. future order close b. if/when close c. counterbalance close d. boomerang close 45. If a prospect does not have a current need, but may have one in the future, the salesperson can ask for a commitment from the prospect to purchase at a future time is called a a. future order close b. if/when close c. counterbalance close d. boomerang close 46. The technique asks the prospect to assign a quantified likelihood of signing a sales contract in the near future. a. stimulus-response close b. minor points close c. probability close d. suggestion close 47. The gets the prospect to accept the advice offered without giving it a great deal of thought. A salesperson could indicate that the many customers who have purchased the product have reported high levels of satisfaction, thereby suggesting that the prospect should purchase it. a. stimulus-response close b. minor points close c. probability close d. suggestion close 48. The uses a sequence of leading questions to make it easier for the prospect to say yes when finally asked for the order. a. stimulus-response close b. minor points close c. probability close d. suggestion close