The Possibility Shuffle
The Possibility Shuffle is a technique for weakening an objection. When a person has a specific option they’re convinced of, for example, “Your product is not good”, you simply insert other plausible options to confuse the person. Now, instead of one viable option, they have several, and the original one loses its value.
- You simply ask a question in this format: “Is it possible that [ABC] and [ABC] are possible as well?”;
Our goal with this technique is not to convince them of your option at this point, it’s just to get them to lose conviction in their option.
- Therefore the “Is it possible?” question. You just want them to admit it’s possible;
- And once you do that, their initial option loses conviction;
- It’s almost as if they have an extreme view, and you’re the reasonable person trying to break that extreme view;