The Disarmament stage in focuses on both identifying and dealing with the target’s objections, in three different stages:

  • Provoking
    • Techniques to uncover and tease out the person’s objections;
  • Weakening
    • Techniques to weaken the person’s conviction in what they believe;
  • Responding
    • Techniques to properly address and respond to logical and emotional objections;;


These techniques have the purpose of drawing out objections in the other side (useful for when the person doesn’t say what’s wrong)


These techniques have the purpose of weakening a person’s belief, to make them less certain of their convictions


These techniques are used to actually respond to objections, with the intention of handling them