How can you get People’s YES?

How often do you get rejections when you are trying to make sales?

Or sell an idea?

Or getting people on board your project?

Do you know that you can follow simple techniques for increasing the likelihood of a YES?

I share some of the techniques that I have mastered over time, with some effective results.

YES programming

This is simply:

When people say ‘yes’ to one thing, they're more likely to say ‘yes’ to the next thing.

You can start by asking a rhetorical question – something that is difficult to say ‘No’ to.

For example, instead of:

‘We should run an improvement initiative, which we need your help on. Are you on board?’

We can start with:

‘Would you agree that there is always opportunity for improvement?’

Try to get people to say a ‘smaller yes’ before asking for a ‘bigger yes’.

Structure

Well-structured messages are more likely to get people on board.

A well-structured message has three components:

1) WHY

Why should we do something?

Why should we run an improvement initiative?

2) WHAT

What are we trying to achieve?

E.g. run an improvement initiative.

3) HOW

How will this be implemented?

This part states the mechanics of what we want to achieve.

This is actually the basis of the ‘Golden Circle’ in Simon Sinek’s TED Talk.

For an influential conversation, Simon suggests a ratio of 60% on the ‘Why’, 30% on the ‘What’ and 10% on the ‘How’.

Focus on delivering a well-structured message and influence people to say YES.

Assuming a Yes

This is one of my favorites.

If you assume a ‘yes’ to start with, and ask subtle questions based on that, you are more likely to get positive responses.

For example, after discussing your proposal of a new improvement initiative, you can ask:

‘Are you on board?

Or by assuming a ‘yes’, you can ask:

‘What do you suggest as the next steps here?’

Do you notice the subtle difference here?

This assumption might help them cross that bridge, if they are doubtful.

Try these simple techniques out and get results right away!

#YesProgramming #GetAYes #Influence