Alex Hormozi: Close High-Ticket Sales By Saying "NO"

Last updated: Jun 14, 2023

The video is about how to structure questions in a sales process, including yes-based, neutral, and negatively inclined questions, and the power of using no-based statements to get people to say yes.

This video by Alex Hormozi was published on Apr 22, 2021.
Video length: 07:19.

In this video, Alex Hormozi discusses the different types of questions that can be used in a sales process, including yes-based, neutral, and negatively inclined questions.

He explains that no-based statements can be powerful in getting people to say yes, as people often feel safer saying no and retaining their autonomy.

Hormozi provides examples of no-based questions and how they can be used effectively in sales conversations.

  • There are three types of questions in a sales process: mining questions and questions to get agreement.
  • No-based statements can be used to get people to say yes.
  • Fair enough is a great close because it makes a concession and is reciprocal.
  • People feel safer saying no and retaining their autonomy.
  • No-based questions can be used as antecedents to lead into a no-based question.

Close High-Ticket Sales By Saying "NO" - YouTube

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Types of Questions in Sales Process

  • There are three types of questions in a sales process: mining questions and questions to get agreement.
  • Yes-based questions are easier to get agreement on, but neutral questions are less demanding.
  • No-based statements can be used to get people to say yes.
  • Phrasing questions properly can help people feel safer saying yes.
  • No-based questions can be used as antecedents to lead into a no-based question.
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Power of Fair Enough

  • Fair enough is a great close because it makes a concession and is reciprocal.
  • Many successful salespeople are natural born salesmen, but anyone can become a great salesman with practice.
  • Neutral questions like fair enough are easier to get agreement on than yes-based questions.
  • Phrasing questions properly can help people feel safer saying yes.
  • No-based questions can be used as antecedents to lead into a no-based question.
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No-Based Statements

  • No-based statements can be used to get people to say yes.
  • People feel safer saying no and retaining their autonomy.
  • Phrasing questions properly can help people feel safer saying yes.
  • No-based questions can be used as antecedents to lead into a no-based question.
  • Examples of no-based questions include "Would you be opposed to moving forward today?" and "Would it be completely unreasonable for us to get started at the end of this conversation?"
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Close High-Ticket Sales By Saying "NO" - YouTube

Example of No-Based Statements in Sales Process

  • No-based questions can be used as antecedents to lead into a no-based question.
  • Example scenario: trying to convince someone to go to a specific restaurant.
  • Asking a direct question like "Do you want to go to Cheesecake Factory?" may result in a no.
  • Using a no-based statement like "Would it be completely out of left field for me to say that we should start working together today?" can lead to a yes.
  • Phrasing questions properly can help people feel safer saying yes.
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The Power of No-Based Questions in Sales

  • No-based questions can be more effective in getting people to say yes than yes-based questions.
  • Asking if someone is opposed to something can be a more comfortable way for them to agree than asking if they are excited about it.
  • Using psychology to make people feel safe and comfortable can help get agreement in a sales conversation.
  • No-based questions can be used for key milestone questions or when someone is leaning towards saying no.
  • No-based questions can be easier to get agreement with, especially when someone is fatigued at the end of the day.
  • No-based questions are not for mining-based questions where information is being extracted from someone.

Watch the video on YouTube:
Close High-Ticket Sales By Saying "NO" - YouTube

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