Open questions
Gather information and explore the opposite number’s view.
Why do you need a loan?
What other sources of finance do you have?
What did you have in mind?
How much do you need for start-up costs?
What are your other sources of finance?
Summarising
Go over points covered to to highlight when agreement is
reached.
Let’s see what we have got so far.
Let’s recap before we go on to …
So, to sum up, …
Let me recap before we go on.
Let’s go over what we have agreed.
Softening phrases
Modify language so that it does not appear too aggressive
I am sorry, we cannot go that high.
We were hoping to pay a little less.
That seems very expensive.
There seems to be something wrong with your figures.
We were hoping that the interest rate would be slightly
over.
Signaling phrases
Say what you are going to do before you do it.
I would like to make a proposal. I think we should …
Could I make a suggestion, why don’t we …?
Let’s look at this another way.
I would like to make a suggestion.
Let me clarify my last point.
Closed questions
Check understanding and ask for precise information.
Do you have any other backers?
Can you transfer the money by next week?
Could you improve credit terms?
Could you bring in another backer?
Can you offer any collateral ?
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