It also gives the other person an opportunity to adjust their reasoning for saying “No”. It happens almost every single time that they will expound and you’ll be able to learn more.
3. Ask if there are any other reasons for them saying “No”.
I normally will say something like:
“If the expense portion of this contract was resolved, would you then want to move forward?”
Over the half of the time, people are not honest as to the real reason they do not want to move forward. Many times it’s a combination of reasons
4. Repeat steps 2 and 3.
Get all the concerns out in the air until they say “yes”. Make sure they agree that if their listed reasons were resolved they would say “Yes”. It’s psychological, but powerful and puts them imagining working with you.
5. Ask them what they would suggest as a solution for each identi-