Disarmament

The Disarmament stage in focuses on effectively dealing with objections, in three different stages:

• Provoking
  • Techniques to tease out an objection when the other side is not telling you about it;
  • Techniques: Exclusion confirmation, negative anchoring, starting with the negative, preemptive labeling, adverse transparency, implementation and trials;
• Weakening
  • Techniques to weaken the person’s conviction in what they believe;
  • Techniques: The “Possibility Shuffle”, value identity contradictions, social identity contradictions, plowing, manipulating emotion;
• Responding
  • Techniques to effectively respond to objections;
  • Techniques: “UP” answers and the Four Ways Model (Flipping, reshaping, accelerating or diagnosing);