I am sure most of you wonder why the deal wasn’t closed even after the counterpart said yes.If you put up a great show and they agreed why is there no money on the table. The truth is that they never said YES. They escaped from the conversation. Remember the times when the telecaller called you. There must be either of the two things that you must have done: hung up the phone or just said YES after every question he asked and said NO at last when you were asked to make a financial decision.
I will let you the secret:
There are actually 3 kinds of YES:
1. The counterfeit – The counterfeit yes is the yes in which the counterpart plans on saying NO but feels that saying YES is an easier escape route or just wants to keep the conversation going just to extract more information.
2. The confirmation – The confirmation yes is generally innocent, a reflexive response to a black or white question. It is sometimes used to lay a trap but mostly its simple affirmation without any promise of action.
3. The commitment – A commitment yest is the real deal. Its a true agreement that leads to action. A yes at the table with the signature on the contract. This is what you want.
So hunt for the commitment yes rather than putting up a show just to get the other two yes. Good sales person knows that their job is not to put on a great performance but to gently guide their counterpart to discover their goal as his own.
Most of the times the yes from the counterpart is to make you feel good and to leave him alone. The counterfeit yes.
The only way to get the counterpart to have them on the conversation and to make them believe that they are themselves coming to a conclusion and your voice is simply a medium of their realizations. Here is the art of Listening and asking right questions come into play.