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Overcoming objections through effective persuasion techniques from "summary" of Manual de persuasão do FBI by Marvin Karlins ,Jack Shafer
To persuade effectively, it is crucial to anticipate objections and have strategies in place to address them. Objections are often a natural response when someone feels pressured or unsure about a decision. By acknowledging and validating these objections, you can build trust and credibility with the person you are trying to persuade. One effective technique for overcoming objections is the "Feel, Felt, Found" method. This involves empathizing with the individual's concerns (I understand how you feel), relating it to a similar situation that you or someone else has experienced (Others have felt the same way), and then highlighting how those individuals ultimately found the decision to be beneficial (But what they found was...). Another powerful persuasion technique is the use of "Yes" questions. By asking questions that elicit a positive ...
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