Reflect the objection before defending the assumption
Choose the response that reflects and checks an objection before defending a proposal.
The objection lands in public. The next sentence can lower or raise the room temperature. The CFO says, "I do not buy the renewal assumption." What should Priya say first? "Let me check the concern: you think the renewal signal is not strong enough for this forecast. Is that right?" Right. This names the likely meaning, then checks accuracy. It moves Priya from self-protection to Level 2 listening before she presents evidence. "The model is based on the same methodology we used last quarter, and it was within two percent." The data may matter, but it comes too early. It…
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