SALES NEGOTIATION
Negotiation Training THE TOP 4 ‘ NO-ORIENTED ’ QUESTIONS BY CHRIS VOSS
Yes doesn ’ t always mean yes . This is why shrewd negotiators don ’ t aim for yes , but instead try to get their counterparts to say no .
In this installment of our negotiation training series , we examine the top four no-oriented questions from The Black Swan Group™ , what they replace , and why you should use them .
1 . “ IS NOW A BAD TIME TO TALK ?” REPLACES :
• “ Have you got a few minutes to talk ?”
• “ Is now a good time to talk ?”
Why Use This
This is a great way to practice getting your repetitions in with no-oriented questions and seeing their effectiveness in action .
• People feel anxious when they sense you are seeking a yes . This relieves your counterpart from wondering what they are getting themselves into if they agree .
• People feel safe and secure when they say no . This is a great way to learn this concept .
You Will Only Ever Get Two Answers To This Question
• “ Not at all ! It ’ s never a bad time to talk to you . What have you got ?” Or something very close to this . When you get a response like this you now have their complete attention — which is what you were after in the first place .
• “ Yes , it is a bad time . But I can talk with you at ( a time they suggest ).” Perfect . Again , this is what you were after — their focused attention .
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