I don’t know you

Question 1

Listen

Answer 1

(Don’t interrupt)

Question 2

Acknowledge

Answer 2

I hear you. I understand that you don’t know me. I

accept full responsibility for that .

Question 3

Isolate

Answer 3

Other than you not knowing me, is there any reason
that you wouldn’t give me a few minutes so I could
show you what my company can do for you?

Question 4

Valid/Disc

Answer 4

Look, not knowing me wouldn’t keep you from
looking at something that could dramatically
improve your situation would it?

Question 5

Probe

Answer 5

Why is that?

or

When you say that what do you mean?

Question 6

Tie Down

Answer 6

Assuming that I could show you how I can improve
your current situation, could you make 3 minutes for
me now?

Question 7

Justify & Close

Answer 7

Yes - Move to Qualify

No - DM, of course, you’re not interested, it’s the middle of the day and you’re busy. I knew that before you did…but would you consider looking at our service later today or tomorrow?

“No”

I hear ya, you are good - you are really good. Ok, I’ll let ya go, thanks for the brief time today. I’ll try back another time.