4min chapter

2Bobs—with David C. Baker and Blair Enns cover image

Alternative Forms of Reassurance

2Bobs—with David C. Baker and Blair Enns

CHAPTER

Introduction

Blair Ants: I remember listening particularly attentively to this one section that you used to talk about because it was a new concept to me but I was also really fascinated by it. The way you described it, I think of a judo move we're talking about late in the sale and I guess I'll back up in a minute and explain why reassurance is important late. David Seabaker: In every price there is an uncertainty discount that's built in or there's some math around an Uncertainty Discount. Blair Ants: Look beyond the request, the specific request and look at the motivation for the request.

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