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The Secret Language of Influence: Master the One Skill Every Sales Pro Needs by Dan Seidman

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CHAPTER 12The Ultimate Objection-Handling Tool

THE PRINCESS BRIDE AND THE PEA We are newly married and it is the first night together in our home. My Princess Bride, Wendy, is getting ready for bed and doesn’t notice when …

I put a pea under the mattress.

The next morning we are both pretty tired (you’ll have to make the logical jump to that point, without storytelling help). When Wendy puts her feet on the floor, griping a bit about getting some rest, I leap out of bed, raise the mattress, and declare, “I know exactly why you’re so tired.”

I find the pea and hold it up between thumb and forefinger, proof that my wife is a Princess.

She squints at the pea, looks at me, and says, “You’re an idiot.” Then we start to laugh. The story quickly made ...

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