Study the Trainer

Watch a questioning sequence, name what was used, then reveal the analysis.

1 / 3· natural conversation

Study the trainer

“It's too expensive”

An enrolment conversation. Watch which deletion the trainer recovers.

Client

I'd love to join the course, but it's too expensive.

Trainer

Too expensive compared to what?

Client

Well… compared to what I could pay this month, really.

Trainer

So if the timing were different, the number would be fine?

Client

Honestly, yes. It's the timing.

Which pattern did the trainer challenge?