Influence: Six tips to reduce resistance and overcome objections

In my last article I discussed the agreement frame, and simple language that can allow you to disagree while maintaining rapport. So what if we took the agreement frame one step further – by knowing the types of resistance and objections in advance? Resistance defined Resistance is now being actively researched by academics. Dr Eric Knowles, in the book Resistance and Persuasion, classifies resistance into four different, ...

Continue reading... Login >>

Not a subscriber? Find out more >>