{"id":833,"date":"2026-06-08T02:29:14","date_gmt":"2026-06-08T06:29:14","guid":{"rendered":""},"modified":"2026-06-26T19:28:48","modified_gmt":"2026-06-26T19:28:48","slug":"negative-inclinations","status":"publish","type":"post","link":"https:\/\/aboutyou.name\/?p=833","title":{"rendered":"Negative Inclinations"},"content":{"rendered":"<p><span style=\"6px;\"><span style=\"font-family: Verdana;\">This can be used to smoke out any objections that prevent the process from moving forward, like these trial closers:<br \/>\n<\/span><\/span><\/p>\n<ul>\n<li><span style=\"6px;\"><span style=\"font-family: Verdana;\">\u201cIs it a fair question to ask your impression about our chances of being left out?\u201d<br \/>\n<\/span><\/span><\/li>\n<li><span style=\"6px;\"><span style=\"font-family: Verdana;\">\u201cIf you were me what would you be doing differently?\u201d<br \/>\n<\/span><\/span><\/li>\n<li><span style=\"6px;\"><span style=\"font-family: Verdana;\">\u201cSomething is holding you back, isn\u2019t it?\u201d<br \/>\n<\/span><\/span><\/li>\n<li><span style=\"6px;\"><span style=\"font-family: Verdana;\">\u201cIs it me or is something bothering you about this?\u201d<br \/>\n<\/span><\/span><\/li>\n<li><span style=\"6px;\"><span style=\"font-family: Verdana;\">\u201cWhat other concerns do you have?\u201d<\/span><\/span><\/li>\n<\/ul>\n<p><span style=\"6px;\"><span style=\"font-family: Verdana;\">Softening a suggestion to do something, you could ask the client if she would like to know how her peers have solved similar problems she has, which leads to your service offerings. This is a push\/pressure-free way to get the client to do what you want.<\/span><\/span><\/p>\n<p><span style=\"6px;\"><span style=\"font-family: Verdana;\">Asking questions allows you to offer idea\u2019s or raise aspects of a decision that your client might not otherwise consider. \u201cMr\/Ms client, since I had no chance yet to speak to Mr B, does it make sense to educate him first before we start the next meeting?\u201d<\/span><\/span><\/p>\n<p>If a client asks a question, answer with a Neutral Prompt like \u201cHow do you mean?\u201d It allows the client to elaborate on the question and you to position the response and regain control of the conversation.<\/p>\n<p><span style=\"6px;\"><span style=\"font-family: Verdana;\">Each question should add value to the conversation. The information should flow freely between parties. A resulting silence creates a natural vacuum that the client will fill if you keep quiet. <\/span><\/span><\/p>\n<p><span style=\"6px;\"><span style=\"font-family: Verdana;\">A question like \u201cWhat else can I do for you\u201d, opens up a situation to have to give away more without getting anything in return. Therefore, that\u2019s the wrong approach.<\/span><\/span><\/p>\n<p>&nbsp;<\/p>\n<p style=\"text-align: center;\"><span style=\"font-size: medium;\"><span style=\"font-family: Verdana;\"><span style=\"color: #ffd700;\"><strong>Five Prerequisites for Closing<\/strong><\/span><br \/>\n<\/span><\/span><\/p>\n<p><span style=\"6px;\"><span style=\"font-family: Verdana;\">How to get Clients ready to be closed:<\/span><\/span><\/p>\n<ol>\n<li><span style=\"6px;\"><span style=\"font-family: Verdana;\">A recognized Need. The more Needs confirmed by the client, the stronger the closing.<br \/>\n<\/span><\/span><\/li>\n<li><span style=\"6px;\"><span style=\"font-family: Verdana;\">A Viable Solution: Client&#8217;s needs must be strong enough to want to change the status quo.<br \/>\n<\/span><\/span><\/li>\n<li><span style=\"6px;\"><span style=\"font-family: Verdana;\">Enough Added Value to justify the costs involved.<br \/>\n<\/span><\/span><\/li>\n<li><span style=\"6px;\"><span style=\"font-family: Verdana;\">A sense of urgency: does the client feel an emotional-commitment?<br \/>\n<\/span><\/span><\/li>\n<li><span style=\"6px;\"><span style=\"font-family: Verdana;\">Authority to decide: or are others needed to commit the group as well.<\/span><\/span><\/li>\n<\/ol>\n<p style=\"text-align: right;\"><a href=\"?p=834\"><span style=\"color: #ffd700;\"><span style=\"2px;\"><strong><span style=\"font-family: Verdana;\">read more &#8230;<\/span><\/strong><\/span><\/span><\/a><\/p>\n<p>&nbsp;<\/p>\n","protected":false},"excerpt":{"rendered":"<p>This can be used to smoke out any objections that prevent the process from moving forward, like these trial closers: \u201cIs it a fair question to ask your impression about our chances of being left out?\u201d \u201cIf you were me what would you be doing differently?\u201d \u201cSomething is holding you back, isn\u2019t it?\u201d \u201cIs it&#8230;<\/p>\n","protected":false},"author":1,"featured_media":2781,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_kad_post_transparent":"default","_kad_post_title":"default","_kad_post_layout":"default","_kad_post_sidebar_id":"","_kad_post_content_style":"default","_kad_post_vertical_padding":"default","_kad_post_feature":"","_kad_post_feature_position":"","_kad_post_header":false,"_kad_post_footer":false,"_kad_post_classname":"","footnotes":""},"categories":[1],"tags":[],"class_list":["post-833","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-uncategorized"],"_links":{"self":[{"href":"https:\/\/aboutyou.name\/index.php?rest_route=\/wp\/v2\/posts\/833","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/aboutyou.name\/index.php?rest_route=\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/aboutyou.name\/index.php?rest_route=\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/aboutyou.name\/index.php?rest_route=\/wp\/v2\/users\/1"}],"replies":[{"embeddable":true,"href":"https:\/\/aboutyou.name\/index.php?rest_route=%2Fwp%2Fv2%2Fcomments&post=833"}],"version-history":[{"count":1,"href":"https:\/\/aboutyou.name\/index.php?rest_route=\/wp\/v2\/posts\/833\/revisions"}],"predecessor-version":[{"id":5056,"href":"https:\/\/aboutyou.name\/index.php?rest_route=\/wp\/v2\/posts\/833\/revisions\/5056"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/aboutyou.name\/index.php?rest_route=\/wp\/v2\/media\/2781"}],"wp:attachment":[{"href":"https:\/\/aboutyou.name\/index.php?rest_route=%2Fwp%2Fv2%2Fmedia&parent=833"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/aboutyou.name\/index.php?rest_route=%2Fwp%2Fv2%2Fcategories&post=833"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/aboutyou.name\/index.php?rest_route=%2Fwp%2Fv2%2Ftags&post=833"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}