We are just gathering information Flashcards
Listen
(Don’t interrupt)
Acknowledge
I hear you. I understand that you are just gathering
information today.
Isolate
Is the fact that you are not buying anything today the
only thing that is that is keeping you from giving me
some time?
Valid/Disc
You wouldn’t allow the fact that you are not buying
anything today keep you from at least looking at
something that could dramatically improve your
situation would you?
Probe
Why is that?
or
When you say that what do you mean?
Tie Down
Assuming that I could show you how I can improve
your current situation, could you make 3 minutes for
me now?
Justify & Close
Yes - Move to Elevator Pitch
No - I hear ya, you are good - you are really good. Ok, I’ll let ya go, thanks for the brief time today. I’ll try back another time.