The next time a target says “no,” try asking different questions.
Now, these can be rhetorical or actual questions. Either way, they soften your response, give you time to think and usually are greeted in the affirmative. For example: “May I ask you a question … ?” “May I speak candidly … ?” “May I make a recommendation … ?” “May I offer another perspective … ?” “May I recommend another option … ?”
Compare “That’s exactly why you should do business with us!” with “If I may, that’s exactly why you should do business with us!”
Or “I’ll call you on the 12th …” with “Is it OK to call you on the 12th?”
The ‘Echoing’ Effect
One of my favorite techniques is called “echoing.” This is when you take the final words your target says and repeat them with an upward inflection to form a question. Then, the power of a pregnant pause elicits more information from the buyer. If your target says something like, “I want to make sure we’re making the right decision,” you respond with, “Right decision?”
“Well, yeah, this is a big initiative for us, so we need to be smart.”
“Sure. I know cheapest isn’t always the best; I just want to make sure we’re going with the right consulting firm. You’re a great company, and I trust you guys. But we need to succeed with this project; that’s what’s most important.”
See? You said four words, and this guy is talking himself into signing on the dotted line!
Ask the right questions at the right time, and hear yes more often.