Recruiting Pushback Without Turning Defensive

Renee R Sales lead 1 Frame 2 Negotiate 3 Screener Research conversation 20 sec The sales lead says, "Use our friendliest customers; they always respond." You need participants for a churn-risk study. Friendly customers are easy to schedule, but they are the wrong people to explain why accounts leave. Convenient participants often cannot answer the hard question. turns principle 0 defensiveness Framework

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