Beware Yes and Master No

Question 1

If you’re trying to sell something don’t ask, “do you have a few minutes to talk?” Ask “Is now a bad time to talk?”

Answer 1

Either yes, it is a bad time, followed by a good time, or a request to go away.

Or “no” and now you know you have their attention on the conversation.

Question 2

It seems like

Answer 2

Labeling

Question 3

It looks like

Answer 3

Labeling

Question 4

It sounds like

Answer 4

Labeling

Question 5

Mirroring

Answer 5

Diffusion/getting them to elaborate. Repeat the main crux or last 1-3 words and then silence.

Question 6

They need to feel safe and secure.

They need to feel in control.

Answer 6

2 primary urges driving everyone. If you satisfy these drives, you are in the door. It’s not about logically convincing them they are SSC. Being nice and convincing is not successful. Ask for No. No gives the speaker feelings of safety and control. It’s starts conversations with safe havens from which you can get yes.

Question 7

Good negotiators invite a solid no straight off the bat.

Answer 7

If you’re trying to sell something don’t ask, “do you have a few minutes to talk?”.

Question 8

Saying no opens the discussion up.

Answer 8

It spurs people to action, since they now feel they’ve protected themself, and can be open to seeing an opportunity slip away.

Question 9

Force a No, (someone who isn’t listening)

Answer 9

Say something you know is totally wrong by mislabeling one of the other parties emotions or desires.

“It seems you really are eager to leave your job.” When they want to stay clearly.

That forces listening and that they get comfortable correcting you.

Question 10

“Let’s talk about what you’d say NO to….”

Answer 10

• Great way to get a “no”.
• Saying no opens the conversation, gets people much more open to moving forward with new options and ideas.
• People are comfortable saying no here because it feels like self protection.

Question 11

If you absolutely can’t get a no out of a person?

Answer 11

Confused, indecisive, Hidden agenda. End the negotiation and walk away.

Question 12

No is also a warning.

Answer 12

Canary in the coal mine.

Question 13

Email magic, Can get someone to respond to your emails? Use “Have you given up on this project?”

Answer 13

The no answer the email demands plays on the human emotion of not wanting to lose.

Question 14

Don’t be nice, be authentic. Get them to define the boundaries of what they want.

Answer 14

No is not a failure. No is

Question 15

Asking for yes to quickly in a sale gets the other parties guard up.

Answer 15

“do you drink water mr. smith”?

Water filter salesman.

Question 16

The other party has to believe the solution you want is their idea.

Answer 16

Don’t beat them with force and logic. Ask them questions that open paths to your goals. It’s not about you.If someone is ignoring you, email them “have you given up on this project”?