It's more than our budget

Question 1

Listen

Answer 1

(Don’t interrupt)

Question 2

Acknowledge

Answer 2

I hear you. I understand that it is more than

your budget.

Question 3

Isolate

Answer 3

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

Question 4

Valid/Disc

Answer 4

The fact that it’s more than you had budgeted for

wouldn’t keep you from owning this would you?

Question 5

Probe

Answer 5

Why is that?

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 Budget closes

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