Customer didn’t seem to understand or take an interest in our value proposition.

[shishir.seoexpert1]

Whether Ford goes on to justify or defend his decision using other tactics (or avoid it completely as politicians do from time to time), the confrontational nature of the question has been disarmed.

This tactic works because when buyers launch objections, the amygdala, the part of the brain responsible for evoking strong emotional responses, goes on high alert, preparing for a defensive confrontation. A softening statement that both acknowledges the validity of the objection and empathizes with the audience acts as a calming mechanism. It gambling data uae lets the customer know that their concern is valid and legitimate, and it makes them more open to listening to you. It does not, however, endorse your agreement with the objection.

In a selling context, the tactic may sound like this:

Buyer: “I really like your product but it’s too expensive.”
Seller: “I completely understand. No one wants to spend more money than they have to on a solution like this.”

Buyer: “This isn’t a priority right now.”
Seller: “I totally get it. You have many things going on and need to give the most important things the most attention.”