Chapter
The Problem with the "Yes Momentum" in Sales
10:58 - 14:25 (03:27)
The "Yes Momentum" in sales involves getting potential buyers to say "yes" to a series of questions or statements, but it can actually backfire if the buyer feels misled or pressured. The approach is especially flawed when selling timeshares, where buyers often regret their decision after feeling trapped or deceived.
Clips
The yes momentum technique involves getting people to say yes to a series of questions in order to increase the chances of them agreeing to a larger request.
10:58 - 13:39 (02:41)
Summary
The yes momentum technique involves getting people to say yes to a series of questions in order to increase the chances of them agreeing to a larger request. However, it can be unethical if used to manipulate people into making a decision that is not in their best interest.
ChapterThe Problem with the "Yes Momentum" in Sales
Episode3 Strategies To Win ANY Negotiation In Business, Life, & Relationships w/ Chris Voss EP 1300
PodcastThe School of Greatness
The process of getting a "no" typically triggers implementation of next steps.
13:39 - 14:25 (00:46)
Summary
The process of getting a "no" typically triggers implementation of next steps. A "no" is really a "yes" as it often opens the door for further discussion and negotiation.