We don’t pay setup/upfront fees

Question 1

Listen

Answer 1

(Don’t interrupt)

Question 2

Acknowledge

Answer 2

I hear you. I understand that you don’t pay setup fees.

Question 3

Isolate

Answer 3

Is not paying a setup fee the only concern that you
have? Is there anything else that would keep you
from moving forward?

Question 4

Valid/Disc

Answer 4

You wouldn’t allow the fact that you don’t pay setup
fees keep you from at least seeing a proposal with
some different options 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 a proposal with our
best price along with some different options, would
you consider looking at a proposal today?

Question 7

Justify & Close

Answer 7

If Yes move into Proposal
If No, there is another objection that you have yet
to handle