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posing is not simply the end of the presentation process it consists of several specific techniques first its called the reversal its trying to identify what it the problem is and offering to remove it Sheila Im at a hundred and fifty nine youre at a hundred and sixty nine were sort of at an impasse right here you won 169 bucks Im offering 159 Im not saying I could but if I could go to a hundred and fifty-nine dollars if I could lower the rate those ten dollars would you sign the contract today right its a technique its trying to understand what the problem is and offering to remove it or reverse it at that point the customer will say you know if you can go down ten bucks I will sign the contract today now the closing technique is over you know what the problem is now its a business decision now youve got to pull out your calculator and see if that makes sense for you but from a technique standpoint youve found out what the problem is you offered to eliminate the problem an