b"Chapter 5 I wish more people had your ability to consider both sides of the subject.Simple,it'saboutgettingthemtolettheirguarddownwithasincere compliment.5.Present the counter-argument: not only should you be prepared to deal with the other person's counter-arguments, but you might even consider making the counter-arguments for them. From experience, two-sided arguments are more convincing than one-sided arguments. The key is to refute the counter-argument after raising it otherwise this approach doesn't work.For example, consider a software sales situation where you might say to theprospect,Ouraccountingsoftwaredoesnotallowuserstogive customerstheirownaccounts.Iknowthisisafeaturethatyouare interested in. Playing cards on the table immediately makes you more credible. But you don't want to leave any potential issues unaddressed, so follow up with,We'vechosentoofferautomatic,recurringbillinginstead,soonce you've set it up, you'll never have to worry about payments. Additionally, customers can view their invoices in their email without having to log into a whole new platform. Becauseyou'veearnedtheprospect'strust,thisexplanationwillhave more impact than if you had waited for them to bring up the issue. Simple,it'saboutpresentingacounter-argumentwithoutputtingthe person on the defensive.6.Be clear and direct: the strength of your argument will not matter if your interlocutor cannot understand it. And that's true whether you're talking about a complex psychological theory or how a product works. It can be tempting to fill your explanations with five-dollar words, jargon, and industry buzzwords, but you'll only confuse the person you're trying to convince.Simple, it is a question of subtly questioning your interlocutor, in order to know his level of expertise on the subject treated. When you're not sure, pretend you're talking to someone who's just starting out. 170Germain Decelles"