Stop pushing for yes and instead turn your questions into “no”-oriented questions to create safe environments where prospects feel comfortable opening up so that you can get to more truth. Lesson learned from Never Split the Difference: Negotiating As If Your Life Depended On It by Chris Voss. Yes” is often a meaningless answer that hides deeper objections.
“No” provides an opportunity for both parties to clarify what they don’t want, and is a safe choice that maintains the status quo.
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