That is not important to us

Question 1

Listen

Answer 1

(Don’t interrupt)

Question 2

Acknowledge

Answer 2

I hear you. I understand that you do not think that it

is important to you.

Question 3

Isolate

Answer 3

Is the fact that you do not think that it is important
the only thing that is that is keeping you from
learning more about how/why it is important?

Question 4

Valid/Disc

Answer 4

You wouldn’t allow the fact that you don’t think it
is important to keep you from learning more about
how it could benefit and improve your situation
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 how this can
improve your current situation, would you be open
to learning more about how it could benefit you?

Question 7

Justify & Close

Answer 7

Yes - Continue with the presentation

No - Address with Rebuttals Benefits of Feature