When objections are emotional, there are usually two key techniques you can use to defuse and disarm those emotions before going in for the kill:
- Removing a person’s negative emotions
- Usually done using empathy (the “empathetic ramp-down”);
- Building more desire in the person
- Usually done through the hero’s journey format previously explored;
These two techniques usually work very well for the two emotional influence archetypes (the Passionate and Nurturer).