No-Oriented Questions
Ask questions where no is the answer that moves things forward, because people feel safer saying no than yes.
Voss reports good results from his own practice, but there is no published research testing it.
Why it works
A yes question can feel like a trap. A no question lets the buyer feel in control while still agreeing with you, and it often gets a reply from people who ignore normal follow-ups.
How to do it
- Turn your request into a question where no means go ahead.
- Use it to restart silent deals.
- Use it to suggest a small first step.
- Keep a calm, low tone.
- Accept a real no gracefully.
What to say
Would it be a bad idea to start with one role?
Is now a bad time to talk?
Have you given up on filling this role for now?
Would you be against a ten-minute call on Thursday?
Avoid
Using it in a way that sounds clever or sarcastic. If it sounds like a trick, it will be treated as one.
Example
A Kanpur leather company had not replied for three weeks. Faisal sent one line: have you given up on filling the plant manager role? The HR head replied within the hour: no, the MD was travelling, can we talk Monday?
Practise it
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