How to answer all objections with a Yes

In all roles we have to work with other people, and gain their agreement: but it’s often hard to avoid saying no. Here are five proven ways to handle objections by saying Yes.

1.       Just say Yes and no more ! Nod wisely. Pause for reflection. Then completely ignore whatever they said. (Sounds weird but try it – it works !)

2.       Feel-felt-found….”Yes, lots of people feel that way....my client ABC felt that way....but they found that…”. This validates their objection while answering it with a reference story

3.       Yes but…“Yes. Good point. But that’s more than compensated by the fact that ...”. This counterbalances their issue with a benefit.

4.       Yes...however that will hurt you more than me....“…lower cost means reduced support, lower certainty…” or “…if we miss the deadline, we lose the benefits…”. Bit cheeky, but very effective.

5.       Yes, that's true...are there any other reasons why that’s a good idea....? Then keep asking till they give you a bad idea, and use it to bury their whole point. 

Yes ! Yes !! Yes !!!