PERSUASION WIKI
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"UP" Answers
UP answers are my proprietary technique to deal with logical objections, which serve to state logical facts in an optimized format. The two key elements used are:
- Uncertainty. A type of adverse transparency;
- Being honest and humble versus too egotistical;
- Potential. Mentioning the potential before you do the track record;
- It works by anchoring the person to the positive potential instead of reality;
- For example, saying:
- “I’m not sure about the general case, but for this team I have the potential to increase revenue and team efficiency”;
- “I’m not sure about the general client, but for you, I have the potential to massively increase results”;
In terms of the uncertainty in specific, as it’s a type of adverse transparency, any of its types will work here. Other options, the opportunity cost, etc.
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