CHAPTER   10   

Yes Success

What to Do When Your Target Agrees (and Why Most People Don’t Get This Right)

We plan for objections and we plan for resistance; but we often don’t plan for success. This is a big mistake. Learning to handle this moment with panache will differentiate the Hall of Famers from the also-rans. This is because it is in the moment of yes that you can reassure your target that he or she has made a wise decision. And from there, you can begin to position yourself for even higher levels of persuasion success.


When you hear yes, you’ve accomplished your objective. So don’t blow it by falling into one of the following five traps:

  1. Don’t immediately reply with an incredulousReally?” A response like ...

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