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
Does 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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