PERSUASION WIKI
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Reshaping
Reshaping is one of the Four Ways to handle emotional objetions, and it consists of reducing a specific objection to a more generic principle, which is easier to deal with.
- “The price is too high”;
- “Of course. If you pay a high price without obtaining results in return, that’s a bad experience, right?”;
- “Sure, exactly”;
- “So, it seems this is really about obtaining results, right?”;
- “Well, sure, I guess”;
- “Well, let me show you I can get you results. [ABC]”;
- “Of course. If you pay a high price without obtaining results in return, that’s a bad experience, right?”;
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