Overcoming “Yes”How to Close Deals

Why does “Yes” so often mean “No”? How to turn “Yes” into “Now” Conclusion

Agenda

Most people are risk and conflict averse Saying “no” represents a risk of bad feelings Saying “no” can create conflict and tension,

which most people would prefer to avoid Saying “Yes” is easier than saying “No” –

even when it’s not the real answer

Why does “Yes” mean “No”?

Ask specific questions about implementation◦ “What’s next?”◦ “Who else needs to approve?”

Ensure all decision makers are present at the meeting

How to turn “Yes” into “Now”

Increase your odds for a “yes” by being specific about value proposition, outlining next steps

Help your customer deliver a meaningful “yes”

Clarify that “no” is okay – preferable to a “false positive”

Conclusion