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Test The [U-P response] technique for logical objections
Agenda
QUESTION 1: What does the acronym "UP" mean in the "UP response" technique?
Union and Purpose
Uncertainty and Potential
Utility and Persuasion
Urgency and Priority
2nd QUESTION: What is the first step, "Joining," of the "UP response" technique?
Admit a small uncertainty or a minor flaw in your proposal to appear more honest and credible
Present the great potential of your proposal
Joining the other person in criticizing a third party
Ignore the objection and change the subject
QUESTION 3: What is the "objection restructuring" technique?
Directly refute the objection with facts
Translate the surface objection into its underlying emotional principle to address it more effectively
Ignore emotion and focus on logic
Accept the objection without discussing it
QUESTION 4: What is a practical example of the "personal touch" technique that takes advantage of the principle of reciprocity?
Admitting a minor flaw in your proposal
Present data to support your argument
Visit a colleague to talk in person instead of sending an impersonal email
Reframe a price objection into a value objection
QUESTION 5: In the "UP response", why is it more effective to present the potential of an outcome first and then the data?
Because data is less important than potential
Because it anchors the person in the best possible scenario and makes the rest of the argument more persuasive
Because it confuses the other person and gives you an advantage
Because it shows that you don't have all the necessary information
QUESTION 6: If a colleague objects to the high cost of a tool, how could the objection be reframed?
Moving the objection from the fact (the price) to an emotional principle (the value that will be received for it)
Ignoring the cost and talking only about the features of the tool
Offering to pay for a portion of the tool out of your pocket
Saying that the price is not negotiable and is the only option
QUESTION 7: Why is using a person's name considered a "personal touch"?
Because it shows that you have a good memory
Because it is a mandatory formality in the work environment
Because it humanizes the interaction and makes the person feel more valued
Because it allows you to start the conversation more quickly
QUESTION 8: What is the objective of the restructuring technique?
Winning the superficial argument at all costs
Demonstrate that the other person is being too emotional
Address the real root of the problem instead of wasting time on superficial discussions
Avoid talking about the real problem to keep the peace
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