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Test Addressing Resistance and Objections
Agenda
QUESTION 1: How should resistance and objections be viewed, rather than as obstacles?
As a personal attack
As an opportunity for dialogue
As a sign that we should abandon the idea
As a waste of time
2nd QUESTION: What is the first process of the "three universal processes" technique to disarm resistance?
Propose a solution immediately
Ask questions to understand the concern
Dismiss the objection to move forward quickly
Acknowledge the objection so that the person feels heard
QUESTION 3: What is the purpose of the second process, which is to ask questions to clarify?
Distinguish between facts and personal perceptions
Show that the objection is irrelevant
Ignoring the other's concern
Gain time to formulate a counterattack
QUESTION 4: What is the third and final universal process for handling an objection?
Propose a solution that addresses the objection
Recognize the validity of the objection again
Ignore the objection
Dismissing the person's concern
QUESTION 5: What is the common origin of the objections, according to the text?
A desire to sabotage the conversation
Emotions such as fear of change or lack of information
A lack of interest in the subject
A conflicting personality
QUESTION 6: What is a common mistake when responding to someone else's objection?
Listen carefully
Ask questions to dig deeper
Show that the objection is valid
Responding too quickly and dismissing concerns
7th QUESTION: Objections are not always a resounding "no", but can be
An opportunity to improve an idea, avoid mistakes and make better decisions
A sign that the conversation should end
A personal attack that must be confronted
A lack of respect that should not be tolerated
QUESTION 8: What is the final result of applying the "three universal processes" technique?
Resistance and conflict increase
Show that the objection was not important
Transform resistance into constructive dialogue and objections into commitment
It makes the other person feel ignored
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INCORRECT QUESTIONS
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