Understand Your Buyer > How People Work > Repeat Diminisher
What is it?
When someone says something challenging to you, repeating it back can help to diminish it.
Why does it work?
It works because it’s one thing to say challenging things or make outrageous demands.. but it’s another to stand by your word once the moment has passed. It’s similar to the principle that people are tougher on email than they are in real life.
How can you use it?
There are two ways you can use this technique:
- You repeat back what someone has said: “So you only want to pay 50p…. is that correct?”
- You ask them to repeat what was said: “Sorry- can you say that again?”
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