I want your best price

Question 1

Listen

Answer 1

(Don’t interrupt)

Question 2

Acknowledge

Answer 2

I hear you. I understand that you want our best price

Question 3

Isolate

Answer 3

Is getting our best price the only concern that you
have? Is there anything else that would keep you
from moving forward?

Question 4

Valid/Disc

Answer 4

You wouldn’t allow the fact that you want our best
price keep you from seeing a proposal with some
different options would you?

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 our best price and
how this decision makes sense, when is the soonest
that we could get started?

Question 7

Justify & Close

Answer 7

If Yes move into Close

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