CLOSING AND CONFIRMING THE SALE WORKSHEET

PART 1

PART 2

Verbal and Nonverbal Closing Clues

Method of Closing (with star)

What You Will Say (include proof devices you will use)

Agrees with each benefit

Summary of the benefits and direct appeal

“Let me review what we have talked about. . . . May I get your signature?” (Use p. 477, Sales Proposal.)

Agrees after an objection to price, time, or source

Assumption

Appears enthusiastic and impatient

Trial close and assumption

Agrees with all benefits but will not under any circumstances go over budget

Special concession

At the bottom of the above table, the form shows "Optional Role-Play 3C Instructions" as:

Using the preceding material you have prepared, pair off with another student ...

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