Table of contents.

Hack 1 — Search for the “No”.

Most sales reps are looking for “yes” when getting “ no “ is much easier.“

Looking for a “no” is much more effective than looking for a “yes.“

3 types of “yes”.

There are three types of “yes”:

• The “yes” of commitment.
• The confirmation “yes.”
• The counterfeit “yes.”

Most of the time, people try to get us to say yes by asking for counterfeit yeses.

We give them counterfeit yeses daily to get them to leave us alone.

It’s the famous “yeah, yeah” teenagers say when they say, “Yeah, yeah... I’ll do it.””

All these dynamics teach our subconscious that “yes” always comes with a catch.

When we try to obtain a confirmatory yes, we awaken the little voice in people’s heads. That little voice that tells us to be wary and that looks for fallback options.

<aside> ⚡ Example:

If I ask someone on the phone:

Do you have a few minutes to chat?

The little voice in their head pops in and says:

• If I have a few minutes, do I want to talk with you?
• Do I want to talk about what you want to talk about?
• How long is a few minutes?
• How do I get rid of this person on the phone?

The problem with all these questions is that your lead isn’t listening to you... they’re listening to the little voice in their head.

</aside>

Only one type of “no”.

With “no”, it’s very simple.

We say no.

That’s all there is to it.