2. Why does “Yes” so often mean “No”? How to turn “Yes” into “Now” Conclusion Agenda
3. 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”?
4. 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”
5. 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
