WEBVTT

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And so the reason and the psychology behind this is that people feel safer saying no.

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Welcome to the game where we talk about how to get more customers,

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how to make more per customer, and how to keep them longer,

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and the many failures and lessons we have learned along the way.

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I hope you enjoy and subscribe.

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What's going on, everyone?

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Alex Mosey here, founder of Jim Munch Allen prestige labs,

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and owner of a couple other companies.

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And today, I'm going to talk to you about how to sell some stuff.

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So there's three types of questions.

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I think I've talked to other videos about how to structure your sales conversations,

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but I haven't talked as much about the nature of the questions and the types of responses

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that you're getting.

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Right?

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And so in a sales process, you have some questions that are going to be mining questions

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that's trying to extract information from the prospect,

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and the remainder of the questions are questions to get agreement.

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Right?

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So you're going to put a proposition that they're not asked for agreement.

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Right?

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And then if you get enough agreements, it's going to be natural that they're going to want to move forward

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working with you.

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Now, the way that you structure these questions,

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I would say that you have yes-based questions,

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you have neutral questions,

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and then you have negatively inclined questions.

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All right?

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First time I heard about this from Chris Voss, he's the guy who does the,

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you wrote the book, Never Split the Difference.

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Really interesting stuff.

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And so a yes-based question would be like, sound great?

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Yes, that sounds great, right?

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A neutral type of question would be like, fair enough?

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Does that sound fair?

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Does that sound reasonable to you?

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Right?

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And be like, well, that sounds reasonable.

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Now, it's still technically a yes-based question,

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but the question that we're asking has a neutral tone to it.

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All right, because we're not saying, hey,

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is this the most amazing thing you've ever heard of?

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Like, do you think this is the most amazing program?

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The amazing product?

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Like, blah blah blah?

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That's asking a lot of someone, right?

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For them to agree to that.

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So that would be a harder yes to get.

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It's easier to get something like a reciprocal yes,

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which I would say someone says, you know, that's a lot.

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And we say, no worries.

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What if we did this with fair enough?

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They say, well, he made a concession.

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That sounds fair.

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Or if we did this, does that sound reasonable?

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That's not like a fair expectation.

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Yes, it does.

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Great.

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And then you can go to close the sale.

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And if you've heard any of my past sale stuff,

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one of my favorite closes, which I got from Jordan Buffert,

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is fair enough, right?

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I just love this close so much,

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because it's like fair enough, right?

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You make a concession fair enough.

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And so many times we were like, well, they made a concession

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and I'm a reciprocal human being.

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It's very hard for me to deny this request.

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And so yes, I do believe it's fair.

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And then you say, boom, then let's move forward, right?

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But this is one that I learned very recently,

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that I really like.

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And when I look back through my actual conversations,

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I do this.

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And that's why I think it's so interesting,

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because I'm gonna be, I'm gonna level with you really quickly.

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All the people that I know who teach sales

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are natural born salesmen, which is interesting, right?

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They're natural born salesmen.

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I don't know a lot of people who teach sales

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who weren't naturally very good at it quickly, right?

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And so there are some things that people naturally do

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because they've had a lot of experience doing it.

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And usually you get a lot of experience doing it

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because when you start doing it, you get enough success

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that you can steamroll, right?

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And get a lot of volume.

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And then once you do lots of volume,

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then you come a master at it,

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but you get some sort of inclination or proclivity

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towards the skill, all right?

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That being said, it doesn't mean that anyone else

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can't become a great salesman.

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It just means you might have to have more reps to get there.

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Now, that being said, no-based statements.

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This is actually where you go in opposition, right?

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And so the reason and the psychology behind this

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per my understanding, and it makes complete sense to me,

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at least, is that people feel safer saying no.

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People feel like they retain their autonomy.

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They feel like they're at ease.

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It's harder, especially if you think about decision fatigue.

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At the end of the day, people don't want to be

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responsible or anything.

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They don't feel vulnerable to saying yes

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and agreeing to something, right?

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Instead, they prefer to say no and stay safe, right?

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But if you phrased your questions properly,

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you can get people to say yes by saying no,

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which is one of the most powerful sales tactics

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I've shared in a different video,

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where Richard Schwartz taught me how to get someone

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to say yes by saying no, hey, you don't want anything else

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to you, no, I don't want anything else.

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And by doing that, they got 95% of people

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to take an upsell, all right?

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Now, no-based question.

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This is something like, would you be opposed to

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moving forward today?

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Would it be completely unreasonable for us

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to get started at the end of this conversation?

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Would it be a completely out of left field?

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For me to say that we should start working together today.

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So it's all of these, would you be opposed to?

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Would you be against?

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Would it be unreasonable, right?

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All of those things are no-based kind of antecedents

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or, sorry, precedents that lead into a no-based question.

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And so think about this.

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If I said, and I'm going to give you the same,

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same kind of scenario here, if I'm trying to get my wife

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to go where I want to go to dinner, right?

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Because I want to go to cheesecake factory,

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the finest establishment in the land, all right?

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Count it, get the Cajun chicken little,

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so you can get a half-grilled and half-half-half-right

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and get the sauces from the Thai lettuce wraps.

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Anyways, if I say, hey, babe,

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you want to go to cheesecake factory?

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She might be like, well, no, I don't want to go

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to cheesecake factory, right?

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Or like, I'm not really sure, right?

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Now if I switch to that and I said,

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would you be against going to cheesecake factory?

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I'm like, well, I'm not against going to cheesecake factory.

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And I'm like, great, let's go.

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Most of the nation real quick,

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if you are a business owner that has a big old business

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and wants to get to a much bigger business,

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going to $50 million plus, we would love to talk to you.

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And if you like that, we'd like to hear more about it.

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Go to acquisition.com and you can plan anywhere on the page

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and talk to one of our team and see

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if we can help you get there.

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And so that's the beauty of a no-base question.

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See how different it phrased, right?

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And if I say, hey, you excited to move forward today?

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That's a yes, right?

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It's harder to get someone to say yes

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and I'm excited to move forward today.

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Would you be opposed to moving forward

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at the end of the conversation?

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No, I'm not opposed to moving forward.

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Great.

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And we get the sale.

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And so this is really interesting

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because there's lots of literature on getting people

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to say lots of yeses and trial closes and things like that

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throughout the sales process.

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But in my mind, these are all still ways

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of getting agreement, which is the goal.

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So it's simply using psychology in terms of how people

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like to respond to things, how they feel in the moment

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of saying yes means they feel vulnerable, saying no,

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makes them feel safe, and leveraging that.

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Now that being said, it doesn't mean

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every single question you have to ask has to be a no-base question.

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But I think if you can rephrase a couple

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of the key milestone questions

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that you have in your sales conversations,

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or if you feel like you're kind of closer

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to the edge with someone, leaning towards a no-base question,

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I think is something that natural salesmen do well automatically.

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Like, is it down to reasonable for us to move forward today?

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Would you be opposed to moving forward today?

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Would you be opposed to knocking out the paperwork?

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Would you be opposed to, are you against XYZ, right?

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Well, no, I'm not against it.

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All right, let's rock and roll, right?

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All of these are still ways to get questions.

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And so I think that in some of my sales scripts right now,

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we're going to be shifting from fair enough clothes

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that I've is so wired in my brain

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from doing it so many times to some no-base phrasing,

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because it's easier to get agreement with prospects,

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especially even if they're kind of fatigued

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at the end of the day, which is when people are less likely

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to want to say yes to things.

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Counter-example, there could be decision fatigue,

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and they just want to say yes to get done with it, right?

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Depends on the size of the purchase.

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But anyways, I hope this is valuable for you

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in terms of phrasing behind the questions.

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Obviously, this is not for mining-based questions,

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where you're trying to extract information from someone

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and to better understand this is really

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where you're trying to get agreements towards milestones

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to work together.

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All right, so I hope this made sense.

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Keep being awesome, lots of love,

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and I'll catch you guys soon.

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Bye.