📝 Workbook · Business B1 · Unit 7

Closing the deal — Workbook

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Exercise 1

1. Vocabulary gap-fill

Complete each sentence with ONE word or phrase from the box.

Word bank — drag or tap, then tap a gap
  1. We got 300 sign-ups at the trade fair — but only 40 are real  drop .
  2. Their main  drop  is the price — we're 12% above the incumbent.
  3. I need to  drop  with the client I met on Monday — no reply yet.
  4. The Berlin deal is the biggest one in my  drop  this quarter.
  5. I sent them a full written  drop  yesterday — waiting on their sign-off.
  6. The account has been open for two years — time to try to  drop .
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Exercise 2

2. 1st conditional — put the verb in the right form

Use 'if' or 'when' + present simple, then will / won't + infinitive.

  1. If you (sign) today, we (waive) the setup fee.
  2. Unless we (hear) from you by Friday, we (re-open) the slot.
  3. When the contract (arrive), I (start) onboarding immediately.
  4. If it (help), we (extend) the trial by two weeks.
  5. If you (not / decide) by Q4, the price (go) up — I don't set it.
  6. If the demo (go) well, I (send) the proposal Thursday.
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Exercise 3

3. Which sales close would actually work?

Choose the version that is most likely to CLOSE the deal.

  1. The client says 'I need to think about it.' You reply:

  2. The client asks for a 15% discount. You reply:

  3. Opening a discovery call, you say:

  4. Ending a call with no clear next step, you say:

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Exercise 4

4. Find and fix the mistake

Each sentence has ONE mistake.

  1. If you will sign today, we waive the fee.
  2. Unless you don't reply by Friday, we re-open the slot.
  3. When you signing, I'll start.
  4. If it helps, we extending the trial.
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Exercise 5

5. Listening — three sales reps handle 'you're too expensive'

Three sales reps hear the same objection: 'Your price is 15% higher than the competitor.' Decide who WINS the deal, who LOSES it, and who is somewhere in between.

  1. Which rep discounts too early?
  2. Which rep reframes to total value?
  3. Which rep talks too much and never asks?
Show transcript

Joana:Ah, 15% higher. Let me see what I can do on price — I can probably get you 10% off if I speak to my director. Would 10% work for you?

Fabio:Thank you for being direct. Before I respond on price, can I ask what's included in the competitor's quote? Because when we compare total cost over 12 months, we're usually €4,000 cheaper — their onboarding is charged separately and their support tier is basic. If it helps, I'll send you a written comparison by Wednesday.

Julia:I hear you — pricing is always sensitive. But remember, our product includes 24/7 support, and the security certification, and the API access, and the account manager, and quarterly reviews, and if you look at everything you're getting, it's actually excellent value, and really I don't think the competitor can match that…

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Exercise 6

6. Writing — your 60-second close

Choose ONE product or service you know well. Write a 4-sentence sales close. Sentence 1: 1st-conditional offer ('If you sign this week, we'll…'). Sentence 2: a softener ('If it helps…'). Sentence 3: ONE clear next step with a date. Sentence 4: what happens if they don't decide by that date — factually, not as a threat. Max 90 words.

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Exercise 7

7. Case study preview

Before Case Study 7, answer briefly.

  1. You run a small bakery. A slick online competitor arrives at 20% cheaper. Do you cut your price? Why or why not?
  2. What's the ONE customer-service line you'd want every staff member in a small shop to say the same way?
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