analogy to the topic at hand drives home your point and spares your

listener any confusion which might derail the deal.

YOUR TURN
Make sure the metaphors you chose for your three clients
Think of a client you re having a tough time winning. What objections, if any, has
he voiced?
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Which of these objections can you take at face value and clear up with a simple
explanation or compromise?
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Which one is hiding a subtext a skewed perception based on emotion or experience o
r strongly held belief?
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