Call me when you can get where I want to be on the money. Flashcards

1
Q

Listen

A

(Don’t interrupt)

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2
Q

Acknowledge

A

I hear you. I understand that you want me to call you
when I can get where you want to be on the money.
I accept full responsibility for that.

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3
Q

Isolate

A

Is the money the only concern that you have?
Is there anything else that would keep you from
moving forward?

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4
Q

Valid/Disc

A

The fact that it’s more than you want to spend

wouldn’t keep you from owning this would you?

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5
Q

Probe

A

Why is that?

When you say that what do you mean?

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6
Q

Tie Down

A

Assuming that I could make sense of the money
and how this fits in your budget could we finalize
everything today?

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7
Q

Justify & Close

A

If Yes move into Close with any Money/Budget closes

If No, there is another objection that you have yet
to handle

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