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How To Close High-Ticket Sales By Saying "NO"

The sales tactic explained is phrasing closing questions as no-based ('would you be opposed to...') instead of yes-based, because people feel safer and more in control saying no, which makes them more likely to agree.

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Key takeaways

  • If I'm trying to get my wife to go where I want to go to dinner, cuz I want to go to Cheesecake Factory, the finest establishment in the land, if I say, "Hey, babe, you want to go to Cheesecake Factory?" She might be like, "Well, no, I don't want to go to Cheesecake Factory." Or like, "Uh, I'm not really sure." Now, if I switch that and I said, "Babe, would you be against going to Cheesecake Factory?" They're like, "Well, I'm not against going to Cheesecake Factory." And I'm like, "Great, let's go." That's the beauty of a no-based question.
  • It's harder to get someone to say, "Yes, I'm excited to move forward today." Would you be opposed to moving forward at the end of the conversation?
  • At the end of the day, people don't want to be responsible for anything.
  • They don't want to feel vulnerable to saying yes and agreeing to something, right?

Chapters

  1. 0:00
    Abschnitt 1 If I'm trying to get my wife to go where I want to go to dinner, cuz I want to go to Cheesecake Factory, the finest establishment in the land, if I say, "Hey, babe, you want to go
  2. 0:38
    Abschnitt 2 At the end of the day, people don't want to be responsible for anything.

Full transcript

Locally archived YouTube transcript with timecodes. Speakers are assigned heuristically and may be corrected editorially.

2 segments

0:00If I'm trying to get my wife to go where I want to go to dinner, cuz I want to go to Cheesecake Factory, the finest establishment in the land, if I say, "Hey, babe, you want to go to Cheesecake Factory?" She might be like, "Well, no, I don't want to go to Cheesecake Factory." Or like, "Uh, I'm not really sure." Now, if I switch that and I said, "Babe, would you be against going to Cheesecake Factory?" They're like, "Well, I'm not against going to Cheesecake Factory." And I'm like, "Great, let's go." That's the beauty of a no-based question. See how different it's phrased? And if I say, "Hey, you excited to move forward today?" That's a yes, right? It's harder to get someone to say, "Yes, I'm excited to move forward today." Would you be opposed to moving forward at the end of the conversation? No, I'm not opposed to moving forward. Great. And we get the sale. The psychology behind this is that people feel safer saying no. People feel like they retain their autonomy. They feel like they're at ease, especially like you think about decision fatigue.

0:38At the end of the day, people don't want to be responsible for anything. They don't want to feel vulnerable to saying yes and agreeing to something, right? Instead, they prefer to say no and stay safe. But, if you phrase your questions properly, you can get people to say yes by saying no, which is one of the most powerful sales tactic …