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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.

The Persuasion Psychology Behind the Technique

UP answers are a cocktail of two different techniques. While uncertainty works as a type of adverse transparency, reinforcing your honesty – and subsequently authority – the potential works by anchoring the person to the best scenario.

Simply use both uncertainty and the potential when stating logical facts. The template of “I’m not sure about [ABC], but our [ABC] has the potential to [ABC]” is a great one to start applying this.

Usage

Sub-Techniques
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Examples

"I'm not sure, but X"

Giving an honest answer by saying you’re not sure of something, but you think a specific thing is an example of this

"I only know X, but"

Polarizing ownership and stating that you only know about a specific topic or vertical is another case. “I’m not sure about sales in general, but in terms of corporate sales, this product in specific has the potential to double your results

"In my humble opinion (IMHO)"

When someone says IMHO, they are using uncertainty. They are saying, “I’m not sure about reality, but as far as I’m concerned, I think this”. This is just uncertainty, but it works

Use Cases For the Four Quadrants

Key Takeaways
(3 Total)

How to Stack This Technique