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Overcoming objections is important in persuasion from "summary" of The Psychology of Persuasion by Kevin Hogan
In order to be successful in persuading others, one must be able to effectively address and overcome objections that may arise during the course of the conversation. Objections are essentially barriers that stand in the way of the listener being open to the message being conveyed. They can take many forms, such as doubts, concerns, or outright disagreements with the points being made. When someone presents an objection, it is important to approach it in a way that is respectful and understanding. Simply dismissing the objection or becoming defensive can further alienate the listener and make them less likely to be receptive to the message. Instead, it is crucial to listen carefully to the objection and acknowledge the validity of the listener's concerns. After acknowledging the objection, it is then necessary to address it in a strategic manner. This may involve providing additional information or evidence to support the original argument, offering alternative perspectives or solutions, or reframing the objection in a way that aligns with the overall message being conveyed. By effectively addressing objections, one can build credibility and trust with the listener, making them more likely to be persuaded.- Overcoming objections is a key component of successful persuasion because it allows the persuader to navigate through potential roadblocks and guide the listener towards a more open and receptive mindset. By acknowledging and addressing objections in a respectful and strategic manner, one can increase the likelihood of achieving their desired outcome in any persuasive interaction.
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