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 ...

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