Try this elicitation technique to uncover hidden resistance

We invited former FBI Special Agent Dr. Jack Schafer onto the Sales Compensation Show to share an elicitation technique revenue leaders can use to uncover hidden objections without asking directly.

Here’s the tell: if someone starts their response with “well…,” they’re about to reveal what’s really holding them back.

Use this simple, psychology-backed cue to surface obstacles and shift mindsets—whether in a negotiation, leadership meeting, or sales comp rollout.

#behavioralscience #persuasion #leadership #salescompensation

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