We don’t know what we want yet Flashcards

1
Q

Listen

A

(Don’t interrupt)

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2
Q

Acknowledge

A

I hear you. I understand that you don’t know what

you want yet.

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3
Q

Isolate

A

Is the fact that you don’t know what you want yet 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 not buying
anything today keep you 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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