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[Music] hi everyone and welcome to another weekly sales meeting I am your host David Lewis today Id like to talk to you about closing deals you see closing a car deal is the prize at the end of the sales process turning its a cherry on top of a sundae it is the reason we come to work every day without the sale we have nothing ironically most of us have never been taught how to close a deal effectively now Im not saying that to be rude or disrespectful to all the truly professional car salespeople Im saying it to make you think to open your eyes to how youre currently closing the deal you see customers today are intelligent better prepared to deal with salespeople and will not tolerate any pressure from a salesperson we all know that customers come to our dealership extremely defensive so our sales process must be presented in such a manner as to lower their defensive posture it is the common knowledge that the lower we can get the customers defensive posture during the sales proce