We have been talking about the using no affirming questions. This is why you must understand the power struggle between no and yes in conversation.

“How am supposed to do that?” When someone starts talking about price and what they want to charge you for a service. Calmly with a downward voice inflection say “how am i supposed to do that?” What will happen is the person will start looking at all the things they can do to help you do the deal. They might cut the price. They might sweeten the terms. Even after they do all these changes again you can say. “How am I supposed to pay for that” and then they might say “well if you want it then you going have to pay for the service” And that’s when you close the deal. Once that phrase comes out after you ask the how am I suppose to do that question. That’s when you know you have the best deal you can get your hands on in this negotiation.

Even today, I had someone call me up and ask me about joining their program. It’s around $3500 for 6 months and they usually want 2k up front and two payments behind. I asked “Are you against breaking up the whole cost over the 6 months?” And the response was instantly no we could totally do that. Trust me this system works!

Ask no affirming questions to your potential clients. Like “Is this a ridiculous idea if you……” “Are you against………” We all get decision fatigue right around 1 pm. From current scientific research suggests our afternoon slump relates to decision fatigue. Asking no affirming questions helps people clear their mind and answer your question. It also is a lot easier to say no than to say yes to a question. Try it out! It really works!

When in negotiations we might feel like it will hurt to ask. It almost never does and what is even better ask with a higher inflection in your voice. This hits people a lot softer but they will always answer the question. Very useful trick.