Why the best way to get a Yes is to try to get people to tell you No
Published: Fri, 12/07/18
— Vincent Benedict
“Twins”
One of my all-time favorite movies is “Twins” — starring Arnold Schwarzenegger and Danny DeVito.
It’s about two fraternal twins created in a government lab.
And, who were separated at birth.
The one, Julius (played by Arnold) is the pinnacle of human performance. Almost superhumanly strong, athletic, intelligent, and dangerous in a fight. The other one, Vincent (played by Danny DeVito) is the exact opposite:
Short.
Bald.
Zero athletic ability.
Portly.
Uneducated.
Always in trouble, in and out of jail, and basically a con man. As the scientist who oversaw the experiment that created him said: All the purity went into Julius, and all the "crap" left over went into Vincent.
But, one thing Vincent has that Julius does not is:
Street-smarts.
Yes, Julius is the intelligent one, but Vincent is the wise one.
And also a great negotiator.
And one of the best lines in the movie that applies to any negotiation is when Vincent tells a business tycoon if they can’t renegotiate they wither and die.
This is 100% true.
As the late, great Jim Camp would say:
"No" is not the end of the negotiation, it is the beginning. No gets everyone’s cards on the table. Brings complete honesty out of everyone involved. And sets the stage for decisions to be made, deals to be reached, wallets to be opened, and goals to be reached.
This is why I try to get people to tell me No all the time.
In all my ads.
And, whenever I want anything from someone.
For example:
I do many things to get people who want to subscribe to “Email Players” to not subscribe. And, even when they are subscribed, I give them full permission to tell me No by making it very easy to cancel. Of course, also in strict accordance with Jim Camp, I also give people who say or think, “I WILL be back later!” the vision of the consequences — i.e. I don’t allow people back, and shoo them away. Frankly, as I mentioned recently in an another email, another reason I want them to tell me No is because it creates a void for better customers to fill, which always, without exception happens.
So No is not something to be avoided.
It’s to be sought after and embraced.
That is where the real sale is made in many cases.
But, only if you know what you're doing. Otherwise, it works 100% against you, as it will all the little goo-roo fanboys reading this who will scurry off to Twitter or Facebook now, and treat it as a tactic or trick, instead of something rooted in solid principles and the laws of human nature.
And that is where Jim Camp comes in.
And, specifically, his training with Michael Senoff.
Jim Camp talks about this concept several times in the $597 Negotiation System audios, along with the principles behind what makes his system work so well. Plus, I am selling it as an affiliate this weekend (until Sunday at midnight EST) for a mere $20 via my affiliate link below.
Hit the jump to read more about it here:
http://www.EmailPlayers.com/camp
Ben Settle