The salesperson was selling the couple a garden tub for their new bathroom. He said, "The water jets, large capacity, and marble finish are wonderful features, wouldn't you agree?" When this first close failed, he asked, "Will you want to use clear or white caulk to install your new tub?" The couple did not answer this question. The salesperson then began making a two-column list with reasons for and against buying. The salesperson used a:

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The salesperson used a multiple-close sequence, starting with a presumptive close ("wonderful features, wouldn't you agree?"), followed by another close attempt with a different angle ("Will you want to use clear or white caulk to install your new tub?"), and finally attempting to list reasons for and against buying, which is another technique to close the sale.

The Salesperson Was Selling the Couple a Garden Tub for Their