The cost is ridiculous, no way we would spend that much.

Question 1

Listen

Answer 1

(Don’t interrupt)

Question 2

Acknowledge

Answer 2

I hear you. I understand that you think the cost is
ridiculous and that you would never spend that
much. I accept full responsibility for that

Question 3

Isolate

Answer 3

Is you thinking that the cost is ridiculous your 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 the cost is ridiculous wouldn’t

keep you from owning this 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 make sense of the money
and why our product is value priced could we finalize
everything today?

Question 7

Justify & Close

Answer 7

If Yes move into Close with any Money closes

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