How To Get The Prospect To Say Yes | YouTube Short
25 Nov 2022
A sales technique where you ask prospects to say no first. Understanding their objections reveals what they actually want, making it easier to guide them toward yes.
A sales technique where you ask prospects to say no first. Understanding their objections reveals what they actually want, making it easier to guide them toward yes.
My favorite way to get people to say yes is actually to get them to say no. So if someone says, I really want to learn how to do xyz, I'll say, okay, why? And then I'll go kind of deeper, and I'll go, what is it specifically about XYZ that you feel like is of most benefit to you right now? When there's something that is of real benefit to me, then I'll really try and push back, and I'll, like, dig in on those points. So they'll be like, well, you know, I really need to do it now because of xyz. It's like, well, you don't have to. There's no need to do this now. And they're gonna dig in because they're gonna dig on the punt and go, no, I need to do it now because of this. You're like, well, okay, calm down. It's fine. And so that's how you can create a series of events within a sales interaction that, like, they're digging in, digging in, digging in. And by the time you come to ask for the sale, like, they've already made their mind up. You haven't tricked them. You haven't told them anything. You just got them to be indignant about points that are gonna move the ball forward. But it's all their ide.
