You can not only work through your communication partner’s objections, but also prevent them by saying in advance what they want to say to you in response, to object. Tell your opponent that he will object, or moreover, what he thinks about you, about your proposal, what beliefs, principles, motives he adheres to, before he himself has time to tell you about it - and you will not only take the initiative into your own hands, they will want to listen to you, and listen with special interest, attention (people like it when you are sensitive to them, with understanding...). - You may now be thinking... - You will most likely say... - Before you say “no”, let me tell you I’ll tell you the essence of the matter in a few words, I think you will be very interested... - Don’t rush to say “no”, 2 minutes, and I think you will be interested... - At the risk of running into your objection, I still want to say the following... (hereinafter your weighty arguments ) - I know that you are busy..., I know that you have everything..., I know that you have a lot of offers... - I have a huge request to you. If you refuse, I won’t be offended, because I understand that this is very difficult. And in general, I don’t have a request for you, but rather a proposal... and if you are not interested, no complaints, but for insolence, I apologize in advance... - I invite you to take a walk today and go to a cozy cafe..., objections will not be accepted... , you cannot refuse me such an insignificant, but I assure you, very (and you will certainly be convinced of this) pleasant request... - Maybe you think that I’m trying to persuade you? - no, I just want you to have fun, pleasant, good... Psychological foundations of PREVENTIVE INFLUENCE The human self resists everything that is alien, new, contrary to desires, established principles, ideas, interests, foundations... This is the first point. And the second - the human self does not resist when there is nothing to resist. Moreover, it becomes flexible, meeting mutual understanding... Preemptive influence techniques are built on these principles... Examples for sales situations, business negotiations In order to effectively anticipate the client’s objections, it is necessary to carefully prepare for negotiations - think through his position, his demands and all possible objections ( i.e. you need to take his place and start thinking like him, feeling like him, wanting like him...) Having forestalled the reaction of resistance, retell the position of your counterpart deeper than he imagines - what he thinks, why he is like this thinks and what this can lead to... and rest assured that in most cases they will want to listen to you... - Do you most likely think that our proposal is not serious? - not seriously, and you know this no less than me, this is when everything is in gold, but in reality it’s empty... I offer you high-quality material and at a fairly low price... - You most likely think that if we are new to the market, then we have little experience and little trust in us...? If we don’t wear expensive suits, then we don’t know how to do anything...? let me try to convince you... - I know that you work with company X and you are satisfied with everything about your suppliers... I even know that... Therefore, I will not waste time trying to convince you that it’s worth it with us work. My task at the moment is to tell you in a nutshell about our new capabilities. I know that you are a real professional and you are probably interested in how, for example, you can manage your enterprise remotely and be aware of everything that happens there without turning to your managers for a report... As we communicate, we ask the right questions ourselves We answer them: - You probably want to know why...?, moreover, you will most likely be interested... And then - your convincing and colorful presentation - we tell various authentic stories in detail and colorfully..., let you touch, tell details, show in comparison...And if your opponent doubts, we read his thoughts again: Don’t believe me?... I wouldn’t believe it either (do you have doubts? - and that’s normal...). Do you think how reliable all this is? - I assure you, it doesn’t get any more reliable, you can