Shanli Liu shares a persuasion tactic: ask "Would you be opposed to this?" instead of "Would you agree to this?" People naturally reject negative framing, so they say no to the objection and yes to what you want. It works better than direct yes-based questions in sales and negotiations.
If I'm trying to get my wife to go where I want to go to dinner, because I want to go to Cheesecake Factory, the finest establishment in the land. If I say, hey babe, you want to go to Cheesecake Factory? She might be like, well, no, I don't want to go to Cheesecake Factory. Or like, I'm not really sure. Now, if I switch that and I said, would you be against going to Cheesecake Factory? Well, not against going to Cheesecake Factory. I'm like, great, let's go. That's the beauty of a no-based question. See how different it's phrased? And if I say, hey, you excited to move forward today? That's a yes, right? It's harder to get someone to say, yes, I'm excited to move forward today. Would you be opposed to moving forward at the end of the conversation? No, I'm not opposed to moving forward. Great. And we get the sale.
