(In a script format)
In this script, the student, in the role of the salesperson, will demonstrate the use of two different closing techniques and one objection handling technique. Your role-play should follow this order: The salesperson (played by the student) will employ one closing technique. The buyer will decline to buy. The salesperson will use an appropriate objection handling technique, and then attempt to close again, using a closing technique different from the first. (The student must prepare the buyer before the script begins by coaching the buyer to say “No” after the first attempt to close, and to explain his/her objection.)
In an introduction before the script begins, the student should state which two specific closing techniques, discussed on pages 183-189, will be used. The student should also identify which objection handling technique, as listed on page 179 of the textbook, will be used. Student is not allowed to handle an objection or close by lowering the price or offering anything of value that would have the same effect as lowering the price.655
Actors required: Two, the student in the role of salesperson, and a friend of the student in the role of buyer.
Textbook reference: Chapter 8, p. 183-189 for closing techniques, and p. 179 for objection handling techniques
source: Ingram, T.N., LaForge, R.W., Avila, R.A., Schwepker, J., & Williams, M.R. (2020). Sell (6th
ed.). Cengage Learning
