We are just starting / We are new business Flashcards

1
Q

Listen

A

(Don’t interrupt)

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2
Q

Acknowledge

A

I hear you. I understand that you are just starting.

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3
Q

Isolate

A

Is the fact that you are just starting the only thing
that is that is keeping you from giving me some
time?

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4
Q

Valid/Disc

A

You wouldn’t allow the fact that you are just starting
from at least looking at something that could
dramatically improve your situation would you?

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5
Q

Probe

A

Why is that?

or

When you say that what do you mean?

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6
Q

Tie Down

A

Assuming that I could show you how I can improve
your current situation, could you make 3 minutes for
me now?

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7
Q

Justify & Close

A

Yes - Move to Elevator Pitch

No - I hear ya, you are good - you are really good. Ok, I’ll let ya go, thanks for the brief time today. I’ll try back another time.

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