4 ms·
I read a book recently suggesting the opposite. That it's much more effective to get them to say No right out of the gate. People feel like they are in control
by crobertsbmw 6y ago
I read a book recently suggesting the opposite. That it's much more effective to get them to say No right out of the gate. People feel like they are in control when they say "No."
- thr0w__4w4y 6y agoYes there's a psychological principle at work there, when you ask a serious of "softball" questions that are intended to get the respondent to agree, blatantly so, the respondent's "radar goes up", so to speak. I've heard someone give this approach -- and its unintended consequence -- a name, but currently it escapes me. And yes, the gentlemen I'm thinking of was in sales, technical sales actually.