You Justify or He Defends To the one who is dogmatic and says, “THAT PRICE IS RIDICULOUS!” you repeat, almost verbatim, what he said: “The price [pause] is ridiculous?” (Your voice inflection should make it sound like a question.) Inflection is important because in this example you are, as one of my mentors, the late Charlie Cullen, would have said, “audaciously” challenging the prospect. You’re creating a situation that forces him to defend his statement instead of you justifying the price. There’s quite a difference. One puts you on the defense and the other puts you on the offense. The
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