CSS Contract Negotiation and Closing Strategies Flashcards
6 cards from real CSS practice questions. Tap to flip, then mark Knew It or Still Learning — missed cards come back until you master them.
Read the first 6 CSS Contract Negotiation and Closing Strategies flashcards as text
Which contract term defines the procedures both parties must follow to resolve disputes before resorting to litigation?
Answer: Alternative dispute resolution (ADR) clause
An ADR clause establishes pre-litigation steps such as mediation or arbitration, reducing the cost and time of resolving contract disputes.
A client requests a net-60 payment term when your standard is net-30. The CSS should:
Answer: Evaluate the client's creditworthiness and, if extended, negotiate a corresponding price adjustment
Extended payment terms represent a financing cost to the provider, and a CSS should assess credit risk and negotiate appropriate compensation for that extended credit.
What is the significance of an 'auto-renewal' clause in a security services contract?
Answer: It automatically extends the contract for a defined period unless timely written notice is given to cancel
Auto-renewal clauses renew the contract for a specified term if neither party provides written cancellation notice within a defined window before expiration.
Which type of closing strategy is most effective when a prospect has expressed approval of most aspects but is hesitant about committing?
Answer: Trial close
A trial close tests the prospect's readiness to move forward with a non-committal question, identifying remaining objections before the final ask.
In a CSS negotiation, offering to include quarterly security reviews at no extra cost is an example of:
Answer: Value-added bundling to differentiate from competitors and strengthen the close
Adding service elements that increase perceived value without reducing base price is a differentiation strategy that strengthens the closing rationale.
When a client requests a limitation of liability cap equal to three months of contract value, the CSS should:
Answer: Evaluate the risk exposure and involve legal counsel before agreeing to specific cap amounts
Liability cap negotiations carry significant financial risk and require legal review to ensure the agreed cap is commercially appropriate for the services provided.