Call me when you can get where I want to be on the money. Flashcards
Listen
(Don’t interrupt)
Acknowledge
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.
Isolate
Is the money the only concern that you have?
Is there anything else that would keep you from
moving forward?
Valid/Disc
The fact that it’s more than you want to spend
wouldn’t keep you from owning this would you?
Probe
Why is that?
When you say that what do you mean?
Tie Down
Assuming that I could make sense of the money
and how this fits in your budget could we finalize
everything today?
Justify & Close
If Yes move into Close with any Money/Budget closes
If No, there is another objection that you have yet
to handle