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The Manager's Pocket Guide to Influence with Integrity: Power, Principles, and Persuasion by Marlene Caroselli

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OVERCOMING OBJECTIONS

The Ben Franklin divide

One of the simplest and most effective ways to overcome objections is to use the Benjamin Franklin technique. This Philadelphia statesman found that the best decision soon becomes obvious when the situation choices are described in terms of pluses and minuses. This technique works with influencers and decision makers alike. All you need to do is take a sheet of paper and draw a line down the middle. Write a plus sign at the top of the left-hand column and a minus sign on the top of the right-hand column. At the very top, write down a situation in which you hope to influence someone to accept an idea you are proposing.

Now get to work, listing all the advantages of the proposal on the left and all ...

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