VIDEO  - Why “Yes” Is Killing Your Deals

    

Most people are addicted to the "Yes”momentum method and don't even realize it. This need for "yes" is killing your deals. If you're seeing that eventually your prospects drop-off or your clients are slipping away in the middle of the night, you need to rethink your communications with them. Learn 3 ways to avoid this in your conversations.

 

 

Strategies to avoid beating up people with "yes":

  1. Use No-Oriented Questions
  2. Focus on empathy and getting "That's Right" (NOT YOUR'RE RIGHT)
  3. Implement the Rule of 3

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About The Author

Christopher Voss is the CEO of The Black Swan Group, a firm that solves business negotiation problems with hostage negotiation strategies. Chris founded the Black Swan Group, in 2008 upon his retirement from the FBI where he was the FBI’s lead international kidnapping negotiator. Chris is also an Adjunct Professor at the University of Southern California (USC) Marshall School of Business and Georgetown University’s McDonough School of Business where he teaches business negotiation in both M.B.A. programs.