This may seem counterintuitive.
Often, the best way to get to “yes” is to start with “no.” Here’s what I mean.
Conventional sales wisdom says you want the other person to say “yes” a lot. It’s almost Pavlovian. Get them to say yes to lots of little things, and pretty soon, the only thing left is to say “yes” to the deal.
It works if the other person already feels heard, understood, and valued if this is a sales conversation, intrigued and interested if this is a pitch, and in control (vs. trapped) if this is a negotiation.
If you think the other person feels heard, intrigued, and in control, start building up yesses. You’re looking for three versions of yes to each key point.
But if you’re not yet there, flip the script and offer the other side non-threatening things to say “no” to.
I’ve got a couple of ideas. Can I tell you what they are?
Would it be crazy to summarize what you said this way . . . ?
Is it a bad idea to consider . . . ?
The framing of the question or statement reminds the other person that they have the right to say “no.” As long as they feel “no” is an option, they will feel at least a small measure of control. Once that’s there, they can start moving towards “yes.”
Use “yes/no” questions early and often in your sales conversation, especially when you want to change directions or try an idea out. By extending the right to say “no,” you make increasingly more room for “yes.”
Like I said, it’s counterintuitive, but it works.