Glossary
Go for the no
A reverse-psychology technique for quickly qualifying interest.
While getting a “yes” from a prospect is ideal, a “no” is much better than hearing a “maybe” or “I’ll think it over.” If a prospect says “no” to you then it tells you something: they’re not interested, don't need it, don't understand it, or maybe they just don't like you. Either way it tells you something which you can investigate further, or just move onto the next prospect and save the time.
A “maybe” tells you nothing at all; it’s just a “no” wrapped up in pretty wrapping paper. As long as the answer is “maybe,” the true obstacle between you and the sale is unknown.
To “go for the ‘no’” means, after attempting to close and hearing something noncommittal like "maybe," to try to get the prospect to admit they’re not interested. In doing so, you’ll typically reveal the true reason why they’re not interested, or they admit that they’re not interested (and you can move on).
“Go for the no” and pendulum theory are important stepping stones to understanding psychology and the science of persuasion.
A “maybe” tells you nothing at all; it’s just a “no” wrapped up in pretty wrapping paper. As long as the answer is “maybe,” the true obstacle between you and the sale is unknown.
To “go for the ‘no’” means, after attempting to close and hearing something noncommittal like "maybe," to try to get the prospect to admit they’re not interested. In doing so, you’ll typically reveal the true reason why they’re not interested, or they admit that they’re not interested (and you can move on).
“Go for the no” and pendulum theory are important stepping stones to understanding psychology and the science of persuasion.