It's more than our budget Flashcards

1
Q

Listen

A

(Don’t interrupt)

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
2
Q

Acknowledge

A

I hear you. I understand that it is more than

your budget.

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
3
Q

Isolate

A

Is the budget the only concern that you have?
Is there anything else that would keep you from
moving forward?

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
4
Q

Valid/Disc

A

The fact that it’s more than you had budgeted for

wouldn’t keep you from owning this would you?

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
5
Q

Probe

A

Why is that?

When you say that what do you mean?

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
6
Q

Tie Down

A

Assuming that I could make sense of the money
and how this fits in your budget could we finalize
everything today?

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
7
Q

Justify & Close

A

If Yes move into Close with any Budget closes

If No, there is another objection that you have yet
to handle

How well did you know this?
1
Not at all
2
3
4
5
Perfectly