Use principled negotiation to uncover the interest beneath a payback objection.
Renee R Homeowner comparing proposals 1 Acknowledge 2 Interest 3 Criteria Kitchen-table objection 20 sec The moment Renee says the seven-year payback is too long and expects five. The stated position may hide concerns about moving, cash flow, trust, or competing priorities. 7yr proposal payback 5yr buyer anchor
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