The End Game

Get the Small Yes: Get the other party into an agreement mindset by eliciting yesses. Start with questions for which you know the answer will be a yes. Then lead the questions closer to the relevance of your pitch and close.

Provide Options: People want to make their own decisions and feel in control. Providing choices, or at least the illusion of choice, is another great facilitator of action. We recommend three to five choices to be ideal, with the middle option the default (i.e., the one you most want them to choose).

Create a Safety Net: Reduce the risk behind a decision by providing a safety net. Consider how you can add safety nets, such as guarantees, warranties, and opt-out clauses to your next pitch. By creating a safety net, you will reduce the chances of buyer’s remorse, which may sour the trust in the relationship.

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