Not doing anything until next year Flashcards
1
Q
Listen
A
(Don’t interrupt)
2
Q
Acknowledge
A
I hear you. I understand that you are not going to do
anything until next year. I accept full responsibility
for that.
3
Q
Isolate
A
Is waiting until next year 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 think its too much money wouldn’t
keep you from owning this would you?
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
