📝 Workbook · Business · Unit 7

Workbook · 7B — Closing the deal

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Exercise 1

Exercise 1 — Closing & reporting lexis

Complete each sentence with ONE phrase from the box.

Word bank — drag or tap, then tap a gap
  1. The room felt great, but until we  drop , nothing is closed.
  2. Let's not do this one term at a time — I'll come back with a  drop  tomorrow.
  3. On payment terms we can move; on price we  drop .
  4. She  drop  agreeing, but wouldn't put a date on it — flag it in the recap.
  5. He  drop  that the March 31st deadline was flexible — his phrasing was 'ideally by end of Q1'.
  6. Let's  drop  the SLA before people leave the room — I don't want it drifting.
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Exercise 2

Exercise 2 — Sense verbs & reporting frames

Complete each sentence with ONE of: seemed / appeared / sounded / felt / implied / denied / stopped short of / didn't commit to.

  1. She ___ reluctant when we raised the March 31st deadline.
  2. He ___ to be checking his phone under the table — probably briefing his CFO.
  3. The room ___ tense as soon as we quoted €280k.
  4. She ___ they were talking to the competitor — she just said 'we're exploring options'.
  5. He ___ any conversation about the budget cap.
  6. They ___ ___ ___ ___ a specific date; only 'ideally end of Q1'.
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Exercise 3

Exercise 3 — Concession or trade-off?

Decide whether each closing move is a CONCESSION (value bleed) or a TRADE-OFF (both sides move).

  1. 'OK, we can do €38k instead of €40k. Let's just get this signed.'

  2. 'We can do €38k IF you sign for 24 months instead of 12.'

  3. 'Sure, we can include the training package.'

  4. 'We can include the training package IF we can announce it as a joint case study.'

  5. 'Fine, I'll waive the setup fee.'

  6. 'I can waive the setup fee IF we lock the price for two years.'

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Exercise 4

Exercise 4 — Rewrite as an honest debrief

Rewrite each over-claim into a defensible debrief sentence using sense verbs / reporting frames.

  1. 'She agreed to the March deadline.'
  2. 'They lied about the competitor.'
  3. 'He'll accept €38k.'
  4. 'She was bluffing about walking away.'
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Exercise 5

Exercise 5 — Three attempts to close the same €38k deal

You'll hear three reps try to close the same deal with Ana. Decide who closes properly, who closes on 'good vibes', and who talks the deal into a concession.

🎙️ Three attempts to close the same €38k deal — multi-voice

  1. Which rep closes properly?
  2. Which rep closes on 'good vibes'?
  3. Which rep talks the deal into a €2k concession by filling silence?
Show transcript

Amara (Tomás):This has been a great chat — I feel like we're aligned on value. On the number, we're around €40k, you're around €35–36k, so we're not far off. Let's circle back next week and see where we land. Thanks so much!

Kai (Priya):OK Ana. Our number is €38k, on a 24-month term. [pause] I hear you on the length. On price we can move; on term length we hold the line. The €38k is contingent on 24 months. [pause] OK — deal on the core. On the March 31st go-live: you didn't commit today, only 'ideally end of Q1' — flagging as open. On the training package: happy to include, in exchange for permission to publish this as a joint case study. Recap in 30 minutes; you confirm by Friday noon; contracting drafts Monday.

Laura (Kwame):Our number is €38k — I mean, that's where we'd like to be, obviously if that's tough we've done €36k for similar accounts, so, you know, that could be a starting point too… Um. What are you thinking? Yeah? OK, €36k works. Let's go with that.

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Exercise 6

Exercise 6 — Draft the recap email

You just left a meeting where: they seemed open to €38k, they didn't confirm the March 31st date, and they implied they'd close by Friday if training is included. Draft the recap email (max 90 words). It MUST include: (1) a sense verb, (2) 'stopped short of' or 'didn't commit to', (3) ONE explicit trade-off, (4) a named next step with owner and date.

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Exercise 7

Exercise 7 — Case study reflection: Meridian Print

Think about the Meridian Print case (12-month contract, they want +22%, you have 6 months and a big pitch in 5 weeks). Answer the questions.

  1. What SPECIFIC BATNA data do you need before Thursday's call — and how do you get it in 48 hours?

  2. Cristina's POSITION is +22%. What's her likely INTEREST — and where's the creative deal?

  3. Draft the OPENING of your Thursday call — the first 3 sentences.

  4. You reach +8% for 6 months IN EXCHANGE FOR a 12-month extension. Draft the 60-word recap.

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