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Episode 122- Foot In The Door vs Sympathy
Methods of Protecting Mental Alignment When we feel dissonance, we have to find a way to deal with the psychological tension. When the rubber band stretches, we cannot not live with this internal pressure. We will instantly try to find a way to relieve this tension and reduce our dissonance. We have an arsenal of coping mechanisms at our disposal to help us return to cognitive balance. When you see your prospect exhibit one of these behaviors (except modify) you have stretched the rubber band too far and they have snapped. The internal pressure was too much and they went down an easier or…
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