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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 lik...
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