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Disarmament

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;;

Provoking

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

Weakening

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

Responding

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