Your competition has X.

Question 1

Listen

Answer 1

(Don’t interrupt)

Question 2

Acknowledge

Answer 2

I hear you. I understand that our competition has X.

Question 3

Isolate

Answer 3

Is the fact that our competition has X the only thing
that is that is keeping you from learning more about
why what do is important?

Question 4

Valid/Disc

Answer 4

You wouldn’t allow the fact that our competition has
X keep you from learning more about how we can
help improve your situation would you?

Question 5

Probe

Answer 5

Why is that?

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 For competition