A sales coach shares phrasing tactics that ask prospects to say no first, like "Are you opposed to a brief conversation?" The idea: when someone rejects the negative, they're more likely to say yes to what you actually want.
Are you opposed to having a brief conversation? What's the number one word your prospects are programmed to tell you in a cold call or sales call situation? The word no. How to use the word no to your advantage to get them to say yes? Instead of asking them questions like, are you open to? Don't do that, does not work. They'll be like, no, I'm not open, but they want to say the word no. So if I just changed it, are you opposed to? Are you opposed to having a brief conversation? Well, I'm not opposed. It's hard for them to say yes, I'm opposed, because they want to say the word no. That's how you're programmed. I could also use words like this. "Are you against talking about XYZ?" "I'm not against it." It's hard for them to say, "Yes, I'm against it." I could change it up. I could say, "Would it be completely unreasonable to talk about ABC?" "No, it's not really unreasonable." It's hard for them to say, "Yes, it'd be unreasonable." "Are you completely closed off about ABC if we talked about ABD?" Now, if you're gonna use closed off or unreasonable, say, "Are you completely closed off?" It will work better than, "Are you closed off?" Those are just 4 basic examples. Get them to say no, which, Obviously opens them up to a yes as you fill the gap. Hope that helped.
