28. Questioning Techniques 6.2 “What do you look for…?” “What have you found…?” “What has been your experience…?” “How have you successfully used…? “How do you propose…?” “How do you determine…?” “Why is that a deciding factor…?” “What makes you choose…?” “What do you like about…?” “Are there other factors…?”
43. 6.3 Overcoming Specific Objections “Only want to do short term renewal, 1 year, since I don’t know how healthcare changes are going to effect my practice.” “One objection we hear particularly in new developments or occupancy-challenged buildings is that “the building is empty”; “there is no traffic”, or “we like the building, but want to wait until there are more tenants”.
