How To Get A Client Or Prospect To Say 'NO' So You Can Get To 'Yes!' By Chris Voss, CEO Of The Black Swan Group
D oes yes really always mean yes ? Absolutely not. When we say yes , we’re committing to something. And immediately after we’ve committed, we begin worrying about what we’ve just signed up for. This means that, at best, every yes is a conditional yes . And oftentimes, it’s even worse: a counterfeit yes that’s uttered simply to get the other side to shut up. Would it be ridiculous to find out that getting the other side to say no is actually what you should be gunning for when you sit down at the table?
The Beauty Of Saying No Whereas yes is a commitment, no is protection. There isn’t any shaky ground here, either. When we say no , we mean it. No is always no . Why not use these three ways to make no work for you?
1. To break an impasse 2. To get someone’s attention, especially if they’ve stopped responding to you 3. To help someone think clearly
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