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Handling the “Gotchas”Developing Autoresponses for Surprise Discomforts

The only thing that should surprise us is that there are still some things that can surprise us.

—FRANÇOIS DE LA ROCHEFOUCAULD

THE BIG IDEA

You must do the uncomfortable thing as soon as you sense the discomfort.

The first and best approach should be to anticipate our discomforts and reprogram them with a positive response in advance, as described in the previous chapter. Alas, it’s not always that easy. At times there are Moments of Discomfort that take us by surprise.

Recently, while I was presenting a half-day training workshop that addressed the topic of asking prospects deeper-level motivation questions without appearing to be nosy, it became clear to me that one ...

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