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
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