PERSUASION WIKI
Menu
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);