How Many No’s to get to Yes Day 57 Million Dollar Year. We all want the “yes” as quickly as possible. What we are doing here is trying to quantify how many times you will hear “no”, on average, to get to that “yes”. Over the years the number of times you are likely to hear “no” until you hear “yes” has grown.The questions you ask along the way determine if you will ever get to “yes”. If the person is still engaged with you as you go from question to question, that is good, but never keep asking the same question.
To get to “yes” you need to ask the right questions. You need to drive as quickly as possible to their core driving emotion. What do they really want? What is their time frame? Where are they going next? What excites them about the process and what do they dred? When you ask the right questions and what I mean by that is asking questions that go to their driving emotion the better off you are. You are closer to “yes” when you ask good questions.
Most recently I heard 9 “no’s” to get to yes is the average. The point is you keep asking questions until you get to “yes” or a definite “no”. Make sure you understand their core driving emotion as you are asking. Why someone wants to do something is integral to what they are most likely to do. When you understand core driving emotion you can provide your insight, intelligence and experience to the conversation to get to “yes”. The person asking the questions is the person controlling the conversation. People want to talk about themselves and in an emotional situation, this is more true. How Many No’s to get to Yes Day 57 Million Dollar Year