We don’t sign contracts.

Question 1

Listen

Answer 1

(Don’t interrupt)

Question 2

Acknowledge

Answer 2

I hear you. I understand that you don’t sign contracts.

I accept full responsibility for that.

Question 3

Isolate

Answer 3

Is the fact that you don’t sign contracts 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 don’t sign contracts 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 decision

could we finalize everything today?

Question 7

Justify & Close

Answer 7

If Yes move into Close with any Stall/Money/Budget closes

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