It's too much money.

Question 1

Listen

Answer 1

(Don’t interrupt)

Question 2

Acknowledge

Answer 2

I hear you. I understand that you think it is too much

money. I accept full responsibility for that.

Question 3

Isolate

Answer 3

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

Question 4

Valid/Disc

Answer 4

The fact that you think its too much money wouldn’t

keep you from owning this 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 make sense of the money for

you could we finalize everything today?

Question 7

Justify & Close

Answer 7

If Yes move into Close with any Money
closes necessary
If No, there is another objection that you have yet
to handle