No time to discuss right now Flashcards
1
Q
Listen
A
(Don’t interrupt)
2
Q
Acknowledge
A
I hear you. I understand that you don’t have the time
to discuss this. I accept full responsibility for that.
3
Q
Isolate
A
Is not having the time to speak the only concern that
you have? Is there anything else that would keep you
from moving forward?
4
Q
Valid/Disc
A
The fact that you don’t have the time right now
wouldn’t keep you from looking at something that
could dramatically improve your situation would it?
5
Q
Probe
A
Why is that?
When you say that what do you mean?
6
Q
Tie Down
A
Assuming that I could make sense of the decision for
you could we finalize everything today?
7
Q
Justify & Close
A
If Yes move into Close with any Money closes
necessary
If No, there is another objection that you have yet
to handle
