Have you ever read posts, watched a video, or heard some advice, along the lines of…
“Use positive language to put your prospect in the habit of saying yes.”
This is meant to get them in the habit of saying yes, so it’s easier for them to agree to sign with you.
But that isn’t always the case.
Because what if I told you that there’s a hidden power in the word “no” as well?
For example, imagine if you asked the question:
“It sounds like you want to stay where you are right now?”
Now, if your prospect truly does need change, they will disagree and say no.
But what does that do?
That flips the script…
When people use the word no, their mindset shifts to them feeling like they’re in control, and you want your prospect to feel like they’re in control.
Because when they do choose to buy, it feels like they made the conscious decision themself to purchase, and weren’t forced or rushed in.
You see, usually your prospect will have their guards up against you.
But asking questions like this that lead to a “no” answer from them makes them put up a guard against themselves.
They begin to realise that they cannot continue what they’re doing, because they’ll stunt growth. And as a result, they begin growing a good relationship with you, because you brought them to that realisation.
And that leaves the opening for you to get the deal signed.
So, instead of pushing for a yes, invite the no.
Try these:
- “You don’t want to solve this issue, it seems?”
- “Is it a bad idea to fix this now?”
- “It seems like you have this problem fully resolved then?”
- “Would staying as you are right now make you happy?”
You could even flip yes-oriented questions, by adding phrases like:
- Have you given up on … ?
- Is it ridiculous … ?
- Would it be horrible … ?
- Is it a bad idea … ?
Here’s a deeper reasoning as to why this works:
It takes the pressure off. It gives your buyer space. And it puts them in control of the situation, rather than you forcing them to say yes. It helps them recommit.
You’re not talking them into a sale.
You’re helping them talk themselves out of staying stuck.
And that’s the key:
If they’re not fully committed, don’t close yet.
Because if they say yes without meaning it, the deal might fall apart after.
One last thing:
Make the buying process simple.
If signing the contract is harder than understanding your pitch, they’ll start looking for reasons to back out.
The close isn’t necessarily the finish line.
But it can be the final moment of trust.
Treat it that way.
