List every negative thing the other side might think about you -- and say it first. They will respond by defending you.
Accusation Audit
Core Principle
Voss teaches a preemptive strike against resistance. By listing every negative assumption the buyer might have before they voice it, you defuse tension and trigger a psychological reversal -- they end up defending you instead of attacking. It builds trust through radical transparency.
Step-by-Step Execution
Example in Action
You: Before we dive in, I want to acknowledge something. You are probably thinking: here is another sales rep who is going to pitch me something I do not need, pressure me into a decision, and waste 30 minutes of my day. Honestly, if I were in your shoes, I would feel the same way. Prospect: Ha -- well, I was not going to say it, but yeah, I have had a few of those this week. You: Totally fair. So here is my promise -- if at any point this does not feel relevant, just tell me and we wrap up. No hard feelings. Sound good? Prospect: Yeah, actually. I appreciate that. Okay, what have you got?
Practice this technique with an AI-powered roleplay scenario.