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What is Anticipating Objections?

 , February 27, 2016 updated on January 07, 2017
Anticipating objections is an influencing technique that involves predicting the objections that people will have to your proposals and planning your response. In some cases, this strategy is taken a step further by framing a proposal in a way that's likely to generate an objection that is easy to defeat. For example, a car salesperson may pitch a price with an expensive extra fee for an entertainment system included. The salesperson might hope that the customer objects to the fee because the fee is usually removed anyway. The goal is to make the customer satisfied that they have successfully negotiated to improve the chances of closing a deal.
Overview: Anticipate Objections
TypeInfluencing
DefinitionPredicting what objections your proposal may generate and planning persuasive responses.
ExampleA job candidate who has extensive experience but lacks formal education may plan a persuasive response to interview questions about education level.
Related ConceptsInfluencing Techniques

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