We are just gathering information

Question 1

Listen

Answer 1

(Don’t interrupt)

Question 2

Acknowledge

Answer 2

I hear you. I understand that you are just gathering

information today.

Question 3

Isolate

Answer 3

Is the fact that you are not buying anything today the
only thing that is that is keeping you from giving me
some time?

Question 4

Valid/Disc

Answer 4

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?

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 I can improve
your current situation, could you make 3 minutes for
me now?

Question 7

Justify & Close

Answer 7

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.