I want your bottom line, best price, you have one shot

Question 1

Listen

Answer 1

(Don’t interrupt)

Question 2

Acknowledge

Answer 2

I hear you. I understand that you want my absolute

best price, I would be happy to get that for you.

Question 3

Isolate

Answer 3

Is getting the 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

The money wouldn’t keep you from owning this

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

Question 7

Justify & Close

Answer 7

If Yes move into Close with any Money/Budget closes

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