When you want to get an enthusiastic “yes” very quickly
When someone wants you to agree to something, you’re more likely to when:
- You know that saying “yes” will benefit you; and
- “No” doesn’t seem to be an option.
Unfortunately, people often omit one or both of these, which is why they hear “no” so frequently. To show what I mean, imagine you were one of the following three people.
Situation 1: The direct report
You’re extremely busy, working on an important document with a tight deadline. One of your direct reports interrupts you, asking “Have you got five minutes?”
There are only two responses you can give: “No, not now”, or “Yes, but please be quick”.
Not what they wanted.
Situation 2: The salesperson
You’re buying new IT. The salesperson says “Here’s ...