This is the step that is most often overlooked. Most people when they hear an objection immediately jump into their rehearsed reasons for defending their point. It’s natural, but it just pushing you further into your corner and them further into their corner.
If a solution comes from the person saying “no” and is reasonable you’ve won! If it’s not acceptable at least you have more information as to what they are leaning towards and you have some momentum to work with to find a solution.
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