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.

FIVE MOMENT-OF-YES DON’TS

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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