Break the habit of trying to get people to say 'yes.' The word 'yes' makes people defensive. 'No' is where real negotiation begins.
Getting To No
Core Principle
Voss's Getting to No flips conventional wisdom. Instead of pushing for yes, you ask questions designed to get a no. 'No' makes people feel safe and in control. Once they've said no, their guard drops and you can explore what would need to change. 'No' reveals real concerns that polite yeses never would.
Step-by-Step Execution
Example in Action
Traditional approach: 'Do you agree this would help your team?' (forces a yes) Voss approach: 'Have you given up on solving the onboarding problem?' Prospect: No! We haven't given up. You: What would need to happen for you to feel confident about a new approach? Prospect: We'd need to see proof it works for companies our size, and the implementation would need to be under 30 days. You: Is it a ridiculous idea to do a 2-week pilot with your smallest team? Prospect: No, that's not ridiculous. That could actually work. [Two 'no' answers, zero pressure, and you have a concrete path forward.]
Practice this technique with an AI-powered roleplay scenario.