"I want a deal!"
"This is too expensive."
Compared to...?
How so...?
"We've tried your products before, and they NEVER work"
I'm sorry to hear that. What didn't meet your expectations?
"Just send me some literature"
I'd be glad to. Which information specifically would be most helpful?
"That would be impossible!"
!DAILY DOUBLE
What stops it from being possible?
Do you mean impossible now or forever?
"That's more than we want to spend"
How much were you hoping to spend?
"We weren't impressed with EH last time."
I'm sorry you had that experience, that isn't good for anyone. What specifically were you not impressed with?
"I don't know how my boss would feel about making changes"
Fair enough, how strongly do YOU feel about the benefits we've discussed.
"This is just a BAD idea"
I'm sorry to hear that. What would need to happen to make it a good idea?
"Do you have any flexibility on price?
How so...?
What were you thinking?
"I need proof this is going to work"
That makes sense, what evidence would prove this is working for you? And what happens next?
'We shouldn't bother the president with this"
That's good to know. What would happen if we did?
"Can you give me some references?"
Sure, I'd be happy to. Suppose you talk to these references, then what happens?
"I want a 10% discount"
And how did you come up with that number?
I'm not sure I could give you ten, but suppose I could - what happens next?
"We're happy with what we have"
I'm glad to hear that. Which features do you like the best, and what would you like to improve the most?
"You'll have to get approval from above"
That's not unusual, who would that be?
"If you've been here as long as I have, you'd know why we can't do that"
You're probably right, bring me up to date on what is the major constraint.