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With a partner, choose one of the following sales situations. Then take turns coming up with creative ways to close the deal—one of you plays the customer and the other plays the salesperson. Present your closing scenarios to the class.

a. You are a sales associate at a car dealership, and a potential customer has just test-driven one of your newest models. You have handled all the customer’s objections and settled on a price. You don’t want the customer to leave without agreeing to purchase the car.

b. You operate a lawn-care business and have visited several homeowners in a new development. Three of them have already agreed to give your service a try. You are meeting with the fourth and want to close that sale, too.


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